Pave data from 396K+ employees uncovers unsettling go-to-market turnover truths — not as harsh as presumed.
We reviewed turnover data from over 396,000 employees, revealing expected but sobering numbers.
The median tenure in Sales and Marketing is just 2.5 years. Half of the go-to-market team will leave before their third anniversary, compared to 3.7 years in Engineering, showing a costly 14-month gap.
Median tenure breakdown by department:
– Engineering: 3.7 years
– Finance/Legal/Customer Success: 3.3 years
– Data Science/IT: 3.1 years
– Design: 2.9 years
– HR/Product: 2.7 years
– Sales/Marketing: 2.5 years
Closer proximity to revenue generation correlates with quicker departures.
Departments excelling in retention include:
– Finance: 3.3 years median (19% turnover)
– Legal: 3.3 years median (19% turnover)
– Customer Success: 3.3 years median (19% turnover)
– Business Operations: 3.3 years median (19% turnover)
These roles, demanding deep institutional knowledge, face fewer external opportunities than go-to-market functions, where turnover is higher:
– Sales: 2.5 years median (24% turnover)
– Marketing: 2.5 years median (24% turnover)
The 26% retention gap suggests different strategies work for different departments.
In Engineering, 3.7 years median tenure (17% turnover) is attributed to strong retention incentives — equity vesting, specialized skills, fewer competitors.
Four steps to thrive amid high turnover:
1. Hire for Speed-to-Value: Focus on fast impact, not culture fit.
2. Build Systems, Not Dependencies: Document processes to outlast employee turnover.
3. Front-Load Learning: Intensify training in the first 30 days.
4. Celebrate 2-Year Anniversaries: Acknowledge top 50% tenure in Sales and Marketing.
Ultimately, a 2.5-year median tenure in Sales and Marketing isn’t a flaw but a role feature. Successful companies leverage employees’ short tenure and create enduring systems.
Sales and Marketing mean driving sales, distinct from Engineering’s product development. Accept and plan for churn. Adjust strategies accordingly.