Sales reps at $11 billion AI startup ElevenLabs have to bring in 20 times their base salary, or they're out — VP says
businessinsider.com
February 18, 2026
2 min read
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Summary
ElevenLabs sets sales quotas for representatives at 20 times their base salary, according to VP Carles Reina. The startup employs a small team model to enhance sales performance.
Key Takeaways
- ElevenLabs requires sales representatives to meet quotas of 20 times their base salary, with a strict policy of termination for those who do not achieve this target.
- The company operates in small teams of five to ten people to enhance sales effectiveness, a strategy supported by industry trends favoring smaller, talent-dense teams.
- Over 80% of ElevenLabs sales representatives successfully meet their quotas, demonstrating the effectiveness of the company's rigorous sales strategy.
- ElevenLabs incentivizes collaboration by compensating both account executives and customer success managers for upselling within the first year.
Coverage & discussions
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