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USA customer success manager salary statistics below:
Customer Success Manager - Base Salary
*updated 8/01/2024
| Lowest base salary | Median | Highest base salary |
|---|---|---|
| $50,000 | $97,300 | $174,000 |
Customer Success Manager - On-target earnings (Base + Variable)
*updated 8/01/2024
| Lowest OTE | Median | Highest OTE |
|---|---|---|
| $65,000 | $125,500 | $235,000 |
% of CSMs in each range (Base Salary)
*updated 8/01/2024
| Base Salary | % of CSMs |
|---|---|
| Less than $50k | 0% |
| $51k - $75k | 29.9% |
| $76k - $101k | 26.4% |
| $102k - $127k | 24.1% |
| $128k - $153k | 16.1% |
| More than $154k | 3.4% |
% of CSMs in each range (On-Target Earnings)
*updated 8/01/2024
| On-Target earnings Salary | % of CSMs |
|---|---|
| Less than $75k | 14.9% |
| $76k - $101k | 26.4% |
| $102k - $127k | 14.9% |
| $128k - $153k | 26.4% |
| $154k - $179k | 11.5% |
| More than $180k | 5.7% |
ARR Contract Size v.s. Average On-target earnings (Base + Variable)
*updated 8/01/2024
| ARR Contract Size | Average CSM Total Comp (Base + Variable) |
|---|---|
| $0 - $10,000 | $75,857 |
| $10,000 - $25,000 | $105,000 |
| $25,000 - $50,000 | $109,722 |
| $50,000 - $100,000 | $121,445 |
| $100,000 - $250,000 | $133,754 |
| $250,000 - $500,000 | $134,478 |
| $500,000 - $1,000,000 | $138,479 |
| $1,000,000 - $1,500,000 | $132,333 |
| $1,500,000 + | $140,883 |
Years of Experience v.s. Average On-target earnings (Base + Variable)
*updated 8/01/2024
| Years of Experience | Average CSM Total Comp (Base + Variable) |
|---|---|
| Less than a year | $103,667 |
| 1 year | $84,786 |
| 2 years | $98,738 |
| 3 years | $119,513 |
| 4 years | $101,799 |
| 5 years | $123,294 |
| 6 years | $138,500 |
| 7 years | $158,500 |
| 8 years | $179,167 |
| 9 years | No Data |
| 10 years | $143,300 |
Most common KPIs/Metrics affecting CSM variable compensation
*updated 8/01/2024
| Variable Component | % of CSMs that selected each component |
|---|---|
| Team Retention Rate (Gross or Net) | 50% |
| Individual Retention Rate (Gross or Net) | 50% |
| Completing Customer engagements (QBRs, Customer Success Plans, etc.) | 32% |
| Company Bonus Plan | 26% |
| Customer Satisfaction (NPS, CSAT, etc.) | 21% |
| Product Adoption | 15% |
| Customer Advocacy (case studies, reviews, betas, etc.) | 13% |
| Customer Health Scores | 12% |
| Logo Retention | 12% |
| Expansion target | 12% |
| Other | 12% |
| Active Users | 8% |
| Churn Rate | 3% |
Interesting Stats
*updated 8/01/2024
83% base and 17% variable is the median base/variable split.
41% of customer success managers reported being solely responsible for negotiating the renewal.
28% of customer success managers reported the Account Executive being solely responsible for negotiating the renewal.
55% of customer success managers reported having RSUs or Options as a part of their compensation.
82% of customer success managers reported being fully remote.
24% of customer success managers reported earning additional hard commissions on upsells, cross-sell, and renewals (on top of their base + variable).
Of those that said 'yes' to having a variable component, 81% selected either Team Retention Rate, Individual retention rate, or both. Making Team and individual retention the predominant KPIs affecting CSM variable compensation.
More of an observation than a statistic - mapping customer segment to ARR amount is all over the place. How companies define Enterprise, Strategic, Named, or SMB customers is very unique to the company and not consistent across companies.
100+ CSM submissions from 2024:
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