ElevenLabs VP Warns Sales Candidates: 20x Quota, Long Hours, or Get Out April 13, 2026 - 9:31 am In short: Carles Reina, ElevenLabs' head of go-to-market and a founding team member, offers a transparent warning to prospective sales employees. He outlines expectations for long work hours, frequent travel, and an ambitious annual quota equaling 20 times the base salary, with termination as the consequence of failure to meet it. Quote from ElevenLabs VP "If I pay you $100,000 a year, your quota is $2 million. ...
If you don't achieve your quota, then you're going to be out, right?" - Carles Reina, ElevenLabs This quote stands out for its directness during a period of rapid growth for the European AI startup, which raised $500 million in Series D funding from Sequoia Capital in February 2026. Key Takeaways: High Quota Structure: The quota of 20 times base salary is significantly higher than industry standards. Achievability: Reina emphasizes that the quota is attainable, with over 80% of sales reps meeting their targets in recent periods.
Remote-First Sales Culture: Long hours and travel are expected components of the role, driven by a focus on building strong customer relationships. Customer Success as Revenue Generator: The company incentivizes both account executives and customer success managers for upsells within the first 12 months, challenging traditional roles and responsibilities. Underlying Philosophy: Reina's approach prioritizes honesty during recruitment and emphasizes a sales strategy centered on human connections rather than "outbound" tactics alone.