Make sure the math, maths

A sales comp calculator for founders and startup sales reps

Most startup comp plans are broken from day one—arbitrary quotas and commission rates assigned without anyone checking if the math actually works. We built this calculator so founders and reps can craft (or verify) a plan that checks out.

I am a...

Founder building a new comp plan

Create a comp plan for a new sales hire from scratch with guided steps

Founder validating my comp plan

Check if your current comp plan makes sense against industry benchmarks

Sales rep checking attainability

Verify if your comp plan is achievable based on your pipeline and activity

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OTE
2
Split
3
Quota
4
Commission
5
Review

Step 1: Determine Market-Rate OTE

On-Target Earnings (OTE) = Base Salary + Variable Compensation at 100% quota attainment

RepVue 12/2025: SMB AEs typically range $100-140K OTE, Mid-Market $140-200K, Enterprise $180-250K+.

Step 2: Structure the Base/Variable Split

Industry standard is 50/50, but this can vary by role risk and sales cycle

$0
Base Salary
$0
Variable (at 100%)
Tip: 50/50 split is most common. Use 60/40 for longer sales cycles or complex products. Use 40/60 to attract aggressive hunters.

Step 3: Set the Quota

Choose between enterprise or startup-friendly quota approaches

The enterprise approach: Mature companies typically set quota at 4-5x OTE (not base). This approach works when you have documented close rates, proven messaging, consistent lead flow, and existing reps hitting quota. It doesn't work when you're still figuring out product-market fit or in the early stages of founder-led sales transitions.

A startup-friendly approach that adjusts for the relatively limited support, structure, and resources is 3-5x base salary (vs OTE).
$0
Annual Quota
$0
Monthly Quota

Step 4: Calculate Commission Rate

This is automatically calculated based on your variable comp and quota

0%
Commission Rate
$0
Per $10K Deal
0
Deals to Hit Quota
$0
Commission Per Deal

Step 5: Review Your Comp Plan

Here's your complete compensation plan summary

$0
OTE
$0
Base
$0
Variable
$0
Quota
$0
Avg Deal Size
0%
Commission
0
Deals Needed
Earnings by Attainment
AttainmentRevenue ClosedCommissionTotal Earnings
Plan looks good!
Your Current Comp Plan
Plan Analysis
$0
OTE
0%
Commission Rate
0x
Quota:OTE
0
Deals to Quota
Benchmark Comparison
Base/Variable Split
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Market: 50/50
Quota-to-OTE Ratio
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Market: 4.2x
Commission Rate
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Market: 10-12%
Health Scorecard
Enter your comp plan details above to see analysis.
Your Comp Plan
Your Pipeline & Activity
What You Need to Hit Quota
0
Deals/Year
0
Deals/Month
0
Opps/Month
$0
Pipeline Needed
Earnings Scenarios
AttainmentDeals ClosedVariable EarnedTotal Comp
What If Your Close Rate Changes?
Close RateOpps Needed/MonthPipeline Coverage
Enter your details above to see if your quota is attainable.
Read the full guide →

Built by Amplify Group | Benchmarks from RepVue 12/2025