How Solutions Teams Structure Compensation (Q4’25)
We analyzed how 200+ companies structure pay, incentives, and targets for Solutions teams—then compared them to AEs. Here are the headline takeaways; the full interactive cuts are available to those who contributed to the data set..
Key Findings
Pay mix skews more base-heavy than AEs. Median Presales pay mix [75:25] vs. AE [60:40]; Implementation [80:20].
Incentives aren’t only about bookings. [X%] of Presales include activation/“go-live” in the plan; [Y%] of Implementation tie pay to on-time go-live or utilization.
Mechanics are present but restrained. [Z%] report accelerators; median top multiple [1.4×] at [120%] attainment. [W%] use thresholds, typically [70%].
Team/pod targets are common. [Q%] share part of variable with AE/CSM in a pod model; median team weight [20%].
Different from AEs by design. [R%] say their mechanics (accelerators/thresholds/SPIFs) differ from AE plans, primarily to reward enablement and activation, not just bookings.
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Why this matters
Solutions pay has been a black box, and the move toward activation- and usage-based revenue makes traditional AE-style plans a poor fit. This dataset spotlights how leaders are balancing:
Enablement vs. revenue: more credit for activation and successful go-lives.
Individual vs. team outcomes: the rise of pod-shared targets with AEs/CSMs.
Simplicity vs. fairness: lighter accelerators and clearer thresholds to avoid “accidental sales comp.”
What's Inside the Analysis?
Solutions pay has been a black box, and the move toward activation- and usage-based revenue makes traditional AE-style plans a poor fit. This dataset spotlights how leaders are balancing:
Enablement vs. revenue: more credit for activation and successful go-lives.
Individual vs. team outcomes: the rise of pod-shared targets with AEs/CSMs.
Simplicity vs. fairness: lighter accelerators and clearer thresholds to avoid “accidental sales comp.”
Why Is The Main Analysis Only Open To Respondents?
Solutions pay has been a black box, and the move toward activation- and usage-based revenue makes traditional AE-style plans a poor fit. This dataset spotlights how leaders are balancing:
Enablement vs. revenue: more credit for activation and successful go-lives.
Individual vs. team outcomes: the rise of pod-shared targets with AEs/CSMs.
Simplicity vs. fairness: lighter accelerators and clearer thresholds to avoid “accidental sales comp.”