Top‑Quartile AEs in 2026 Face $750K‑$2.25M Quotas, Driven by AI‑Boosted Pipelines
ICONIQ’s 2026 GTM benchmark shows top‑quartile enterprise AEs now carry $2.25 M annual quotas, $1.35 M for mid‑market and $750 K for SMB. The rise stems from AI‑enhanced pipeline generation and a shift toward expansion‑focused compensation, letting reps hit 85‑90 % attainment despite the jump. Companies still using 2023‑style plans risk leaving billions of revenue on the table.