The Ruthless Sales Culture Behind ElevenLabs Growth | Carles Reina

The gist

1. Reina sets quotas at 20x base salary as a starting point, well above the typical SaaS benchmark of 6 to 10x, then adjusts from there.
2. Monthly pipeline reviews include spot-checking random deals for accuracy and calling out blockers publicly so the whole team learns from mistakes.
3. Both account executives and customer success managers are compensated on renewal revenue and NRR to keep incentives aligned across the customer lifecycle.
4. Reina targets a 50/50 outbound to inbound split and tracks it publicly each week to stop the team relying too heavily on inbound alone.