Vercel has raised sales quotas every six months, lifting capacity per rep instead of adding heads for each new increment of revenue. Listen
Grosser said quotas have gone up every six months of her roughly year and a half at Vercel, and its headcount-to-revenue ratio keeps rising meaningfully. She credited part of this to product maturity and market readiness, not only AI efficiency gains. To illustrate, she said the traditional approach is about $1M per head, so $10M more means 10 more reps, whereas now you can, for example, take the $1M per head to $1.5M and not need 10. She said reps accept this because exponential growth makes most people 'come along for the ride', though not everyone loves her at the start of each half.
“I want 10 million, but I can take the million bucks to a million five. And so now I, you know, don't need 10.”
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From How Vercel Is Rethinking Go-to-Market With AI | COO Jeanne Grosser.