ElevenLabs VP warns sales candidates: 20x quota, long hours, or get out

ElevenLabs' head of go-to-market Carles Reina has publicly warned sales candidates about the company's demanding work culture: a 20x base salary quota (e.g., $2M quota on a $100K salary), frequent travel, and termination for missing targets. Despite the high bar, Reina claims over 80% of reps hit quota, framing the policy as a self-selection filter rather than an attrition tool. The comments come as ElevenLabs — a voice AI company founded in 2022 by Polish entrepreneurs — has reached $330M ARR and an $11B valuation after a $500M Series D led by Sequoia. The company's enterprise product, ElevenAgents, supports 10,000+ voices across 70 languages and counts Deutsche Telekom, Revolut, and the Ukrainian Government among its customers. Reina also argues that customer success should be a revenue-generating function, not post-sale support, and that outbound sales requires human relationship-building that AI cannot replace.