[akiselev]

> It's worth noting this can vary a lot depending on target market and deal size.

I'd go so far as to say that once you hit a certain deal size, it's impossible to compete without treating sales as its own specialized field just like you would management in a large organization. The number of independent variables and people involved grows superlinearly with the amount of money involved and managing that process is its own skill, one that's extremely valuable because it can only learned in a trial by fire. As they grow bigger, they get even more specialized - a friend of mine who was the rockstar salesman at a big CRO that made 8-9 figure deals to run clinical trials for pharma had a lot of trouble moving into commercial jet sales, for example, which might see 10-11 figure deals delivered over a decade.