What “Great” Looks Like in SaaS Sales Today

Hello and welcome to The Modern GTM Executive by Lunar Executive Search - read by 2,000+ leading Sales, Marketing, and Executive Leaders within Growth-Stage Technology businesses. We’re here to help people redefine their perspective on modern revenue acquisition models, understand what talent & skills are necessary to do so, and how to find the to 10% of GTM Leaders to execute.

What “Great” Looks Like in SaaS Sales Today 

This week, we’re releasing our most ambitious piece of research yet:  

The 50 Highest-Performing Venture-Backed SaaS Sales Teams in the World 

For years, GTM leaders have asked: what does a truly great SaaS sales organization look like?

We set out to answer that question with data, not anecdotes. 

By analyzing the top 50 VC-backed SaaS sales organizations, ranked by publicly cited quota attainment, we uncovered patterns in org design, enablement, rep profile, and culture that consistently drive high performance. 

Here are the highlights:

Key Findings

• Quota Attainment: 80% Average Across the Top 50 

  • With the top quartile well above 90%. These teams prove that leaner, more focused orgs (median = 9 AEs) can still hit outsized numbers. 

• Culture Matters More Than Ever 

  • Companies with higher Glassdoor ratings (avg. 4.2/5) saw ~30% better quota attainment. Happy sellers = productive sellers. 

• Support Functions Drive Success 

  • 72% of the Top 50 have BDR/SDR teams. 68% have RevOps. Companies with 3–4 support functions averaged 8–12% higher attainment. 

• Experience Isn’t Everything 

  • High-potential, earlier-career AEs with strong enablement often matched or outperformed 10-year veterans. The winning formula is learning velocity + stability, not just tenure. 

• Complex Products Don’t Mean Lower Performance 

  • Companies selling into technical, complex markets (security, infra, AI) actually outperformed slightly—when they staffed reps with the right mix of credibility and adaptability. 

What This Means for GTM Leaders 

• Audit Your Seller-to-Support Ratio 

  • Your AEs need RevOps, enablement, and marketing lift to perform. Lean doesn’t mean unsupported. 

• Measure Seller Sentiment 

  • Culture and rep experience are leading indicators of both retention and attainment. 

• Match Talent to Market 

  • Junior, coachable sellers thrive in SMB/productivity plays. Technical markets demand credible, domain-anchored reps. 

• Boards & Investors: Ask for Org Health, Not Just Attainment 

  • High attainment paired with low sentiment is a red flag for sustainability. 

Why We Built This 

At Lunar Executive Search, we specialize in GTM leadership hiring across SaaS, cybersecurity, and AI. Our clients often ask how their sales org compares to the best in the world. This report is our attempt to answer that with objectivity and data. 

The full report includes detailed breakdowns of demographics, org size, industry mix, AE experience, enablement functions, and compensation benchmarks. 

You can download it here: 

👉 The 50 Highest-Performing Venture-Backed SaaS Sales Teams in the World 

Success in SaaS sales isn’t confined to one category, playbook, or funding stage. The real differentiator is alignment: between market complexity, rep profile, support structure, and cultural health. 

That alignment is what the best CROs and founders are getting right in 2025. 

Till the next one, 

Joey Brodsky 
Founder & Managing Director 
Lunar Executive Search 

Latest Job Opportunities

We've got a number of active opportunities across our portfolio of software clients at Lunar Executive Search currently.

A few select openings: 

• VP of Client Services – PE Backed – Insurtech (FL-Based) 

• Head of Demand Generation – PE Backed – DaaS (East Coast) 

• Paid Ads & Media Manager - PE Backed – DaaS (East Coast) 

• Product Marketing Manager - PE Backed – DaaS (East Coast) 

• Content Strategist - PE Backed – DaaS 

• Webinar & Events Manager - PE Backed – DaaS  

• Account Executive – PE Backed – Insurtech (Orlando) 

• Enterprise Account Executive – VC Backed – AI (US Remote) 

I'm also always look to great candidates for future roles:

• Chief Revenue Officer - Venture/PE-Backed - SaaS/Cyber/AI

• Chief Marketing Officer - Venture/PE-Backed - SaaS/Cyber/AI

• VP of Product Marketing - Venture/PE-Backed - SaaS/Cyber/AI

• VP of Partnerships - Venture/PE-Backed - SaaS/Cyber/AI

Highlights from The GTM Kickback! Podcast

We've had a number of excellent interviews recently on The GTM Kickback!, with many more already booked and recorded on the way. 

Want to be a guest? Ping me on LinkedIn! 😎

We're looking for: High-performance GTM Operators, VC/PE Investors in SaaS, and Leading GTM Consultants for early stage technology businesses

New to "The GTM Kickback!"? Subscribe to the podcast!

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This newsletter is powered by Lunar Executive Search - Finding Premier GTM Talent for Growth Stage Tech Businesses. 

We help disruptive technology companies grow. For venture-funded start-ups and PE-backed enterprise software firms, we have a track record in finding the Top 10% of Sales and Marketing Leadership Talent, and doing so swiftly. 

Reach out to me here: [email protected] 

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Till next time, 

Joey