# 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. 1. **Choose the Role** Select AE or SDR. We pre-fill industry benchmarks so you start with a strong baseline. 2. **Set Your Numbers** Adjust OTE, base/variable split, annual quota, and ramp period. Everything updates in real time. 3. **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.