For a founder still running land-and-expand playbooks alongside new enterprise or mid-market motions, how should commission/quota structure differ to prevent cannibalization?
Quick take: Run two separate quota carrying roles with separate comp plans: a Land AE (mid-market or enterprise new logo) and an AM/Expansion AE (existing customer growth). The Land AE earns full first-year ACV credit on new logos. The AM e…
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