Comp and Incentives for FDEs vs CSMs | Customer Success in the AI Age - SaaStr AI University
Paying for deployment outcomes versus portfolio retention, and tying comp to successful seats and units of work.
Comp and Incentives for FDEs vs CSMs - a free lesson in Customer Success in the AI Age at SaaStr AI University. Paying for deployment outcomes versus portfolio retention, and tying comp to successful seats and units of work. Key takeaways: • FDEs are priced like scarce engineers (~$210K+ base); a CSM comp band won’t attract them. • CS teams that own a revenue number (expansion, NRR, value realization) stay out of the cost-cutting crosshairs. • Comp FDEs on deployment/production outcomes and CS on value and expansion, with a shared metric across go-to-market. Part of the free, self-paced Customer Success in the AI Age course: https://saastr.ai/university/customer-success-ai