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2025 GTM Compensation Benchmarks
Findings
It hasn’t been the most stable couple of years for GTM professionals in B2B tech. The frothy highs of 2021–22 feel like a distant memory. In 2024, startup closures jumped by more than 25%, according to Carta, and while funding stabilized—by some measures even rebounded slightly—the investor mindset shifted decisively.
Growth at all costs gave way to a new mandate: profitable, efficient growth.
For executives, that shift has been felt in their wallets. Our Q1 2025 compensation survey data shows a 13% drop in median on-target earnings (OTE) for VP and higher roles. And with negotiating power swinging back toward employers, deal sweeteners like signing bonuses and pre-negotiated severance became less common. But not all roles were affected equally.
Compensation isn’t just shrinking—it’s being reallocated. Boards continue to pay top dollar for executives who can drive efficient growth in a constrained environment.