Sales Compensation Calculator
Figure out what to pay your sales team in 60 seconds. Input your OTE, base/variable split, and quota to get a complete comp plan breakdown with benchmarks for startups at every stage.
Compensation Data
Account Executives
| Name | OTE | Base Salary | Variable | Commission | Annual Quota | Quota : OTE |
|---|---|---|---|---|---|---|
| Sarah Chen | $250,000 | $125,000 | $125,000 | 12.5% | $1,000,000 | 4.0x |
| Elena Novak | $225,000 | $112,500 | $112,500 | 11.3% | $1,000,000 | 4.4x |
Sales Development Reps
| Name | OTE | Base Salary | Variable | Commission | Annual Quota | Quota : OTE |
|---|---|---|---|---|---|---|
| Marcus Johnson | $140,000 | $84,000 | $56,000 | 11.7% | $480,000 | 3.4x |
| David Kim | $120,000 | $72,000 | $48,000 | 10.0% | $480,000 | 4.0x |
Configure
Adjust inputs — outputs update instantly.
- Role: AE (Account Executive) / SDR (Sales Development Rep)
- On-Target Earnings (OTE): $
- Base / Variable Split: Base 50% / Variable 50%
- Annual Quota: $
- Ramp Period: 3 months
Comp Breakdown
- Monthly Base: -$425,718
- Monthly Variable: -$425,718 at 100% attainment
- Commission Rate: -510.9%
- Quota : OTE: -255.4x
Ramp Schedule
| Month | Quota % | Variable | Total |
|---|---|---|---|
| 1 | 33% | $2,778 | $11,111 |
| 2 | 67% | $5,556 | $13,889 |
| 3 | 100% | $8,333 | $16,667 |
Payout Scenarios
| Attainment | Variable | Total Comp |
|---|---|---|
| 80% | -$4,087,849 | -$9,197,660 |
| 100% On Target | -$5,109,811 | -$10,219,622 |
| 120% | -$6,131,773 | -$11,241,585 |
| 150% | -$7,664,717 | -$12,774,528 |
Build a Sales Comp Plan in Three Steps
No spreadsheets. No guesswork. Just numbers that make sense.
Choose the Role
Select AE or SDR. We pre-fill industry benchmarks so you start with a strong baseline.Set Your Numbers
Adjust OTE, base/variable split, annual quota, and ramp period. Everything updates in real time.See the Full Picture
Get monthly pay, commission rate, quota-to-OTE ratio, ramp schedule, and payout scenarios instantly.
Questions?
01. What is a good commission rate for SaaS sales?
The SaaS standard is 10% of annual contract value (ACV) as a baseline. This rate varies by segment: SMB deals under $25K typically pay 10-15%, mid-market deals pay 8-12%, and enterprise deals above $100K pay 5-8%. Your commission rate should be derived from your OTE and quota decisions, not set independently.
02. How much should I pay my first sales hire?
At seed stage, most startups offer AEs $100K to $150K OTE with meaningful equity. Series A companies typically pay $130K to $180K. The key is making the OTE achievable.
03. What is the difference between OTE and total compensation?
OTE (On-Target Earnings) is base salary plus variable compensation at 100% quota attainment. Total compensation includes OTE plus benefits, equity, and any other perks.
04. What is a ramp schedule?
A ramp period is the time it takes for a new sales rep to reach full productivity. During this time, reps receive reduced quota expectations that increase incrementally.
05. Should startups use commission-only compensation?
Almost never. Commission-only plans transfer all financial risk to the rep. They attract transactional sellers, not consultative reps who build long-term customer relationships.
06. How often should I review and update my sales comp plan?
Review quarterly, update annually. Check quota attainment, rep satisfaction, and turnover data every quarter.