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...
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OTE
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Split
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Quota
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Commission
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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
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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).
A startup-friendly approach that adjusts for the relatively limited support, structure, and resources is 3-5x base salary (vs OTE).
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Annual Quota
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Monthly Quota
Step 4: Calculate Commission Rate
This is automatically calculated based on your variable comp and quota
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Commission Rate
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Per $10K Deal
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Deals to Hit Quota
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Commission Per Deal
Step 5: Review Your Comp Plan
Here's your complete compensation plan summary
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OTE
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Base
$0
Variable
$0
Quota
$0
Avg Deal Size
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Commission
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Deals Needed
Earnings by Attainment
| Attainment | Revenue Closed | Commission | Total Earnings |
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Plan looks good!
Your Current Comp Plan
Plan Analysis
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OTE
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Commission Rate
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Quota:OTE
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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
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Deals/Year
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Deals/Month
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Opps/Month
$0
Pipeline Needed
Earnings Scenarios
| Attainment | Deals Closed | Variable Earned | Total Comp |
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What If Your Close Rate Changes?
| Close Rate | Opps Needed/Month | Pipeline Coverage |
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Enter your details above to see if your quota is attainable.