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RepVue retweeted
% of Team Quota Attainment at $SHOP is now at an all-time low.
Culture & Leadership and Inbound Lead Flow sentiment are both at all-time lows as well.
Incentive Comp has rebased YTD from ~3.5 to ~2.8 now materially lagging industry norms.
The one bright spot: Product-Market Fit is still doing the heavy lifting and remains exceptionally strong.
So what gives?
Founder Mode-pilled Tobi and the operationalization of his AI-First mandate are struggling to land cleanly with GTM. Significant commercial leadership turnover in late 2025, and this new regime just isn't it — or isn't it yet.
Will be one to watch: can they stay the course and actually build an AI-First GTM that performs?
Straight from the field.
N=962
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AI vibe check.
SaaS Sales Reps:
Is your companies adoption of AI and products/features going to help you hit quota in 2026? (better PMF)
Or are competitors (AI-natives or faster moving incumbents) coming to eat your lunch?
57%
2026 AI tailwind/winner
43%
2026 AI headwind/loser
14 votes • Final results
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80K Base Salary Mid-Market Sales Rep
167% to plan
$235,040 in expected annual earnings
try it here: repvue.com/salary-calculator
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Product-Market Fit Sentiment among Tech Sales Account Executives over the years.
Public vs VC-backed vs PE owned companies.
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Love this take @BowTiedCocoon
Backing it up with some data here
Based on 2025, AEs, Software Industry
Sales reps earning potential based on company shelf life in a nutshell:
1) Startup: no man's land
2) Scale up: meh
3) Pre IPO: you will get paid a lot consistently + climb career ladder to Enterprise AE at lightspeed (perfect for jumpstarting careers)
4) Post-IPO: company switch from growth mindset to dilligence (Finance have a firmer grip on your deals but still lots of opportunity)
5) Mature companies: collect pay check, build credentials and network (brand does most the selling for you so perfect for jumpstarting side hustle)
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We've hidden a few Easter eggs on San Francisco's streets outside @Dreamforce...
First to snap a photo 📸 and comment here gets RepVue swag!
Happy hunting :)
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When our powers combine!
Huge congrats to the @dbt_labs and @fivetran teams on their merger! Cant wait to see what they accomplish together
The combined company will have ~$600m ARR and north of 10k customers
getdbt.com/blog/dbt-labs-and…
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This week we’re highlighting the $IOT sales org 🧵
Stay tuned to see quota attainment, lead flow, PMF, and culture sentiment scores relative to the RepVue Data & AI benchmark
(Samsara trends based on 1,950 sales professional surveys)
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$IOT - PMF Sentiment vs Data & AI Benchmark
PMF Sentiment in Fiscal Q2 26 - 8.7% higher than the benchmark
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