The Hidden Cost of Sales Vacancies in SaaS

In SaaS, sales hiring is always urgent, but many leaders underestimate just how expensive an unfilled sales role really is. Every month an Account Executive (AE) or Sales Manager role sits open, revenue targets slip further away.

At Executive Integrity, we work with SaaS leadership teams to quantify this cost and help them act faster.

The Quota Math

The simplest way to model the cost of a sales vacancy is through quota:

• Typical SaaS AE quota: ~£500K / €585K annually
• That’s ~£40K / €47K per month in expected bookings
• Even allowing for ramp time (3–6 months at ~50% productivity), you’re still looking at £20K–£25K / €24K–€29K per month in lost revenue

And that’s just the direct quota impact.

The Knock-On Effects

Leaving roles unfilled compounds the challenge:

• Pipeline gaps: opportunities that should have been built this quarter never materialise in future quarters
• Competitive pressure: rivals step in when your team isn’t covering accounts
• Team strain: existing reps are stretched thin, risking morale and performance

The result? A single vacancy can drag down both short-term revenue and long-term growth.

The Real Cost of Waiting

Here’s what the cost of delay looks like:

It doesn’t take long before the cost of leaving a role unfilled outweighs the investment in hiring the right person quickly.

Why SaaS Sales Roles Are Different

SaaS sales cycles are long, and deals are fewer but larger. That means every AE vacancy is a double hit:

1. Revenue lost now from missed deals
2. Revenue lost later from pipeline that never gets built