Sales Team Compensation Calculator
Sales team compensation blends base salary (40-60% of OTE) with variable commission (40-60% of OTE). Strong plans align comp with the quota model and deal economics — too low base loses talent, too low variable loses motivation.
Standard Comp Plan Structures
SaaS Inside Sales: 50/50 base/variable, $90-110K base, $95-105K variable. Mid-Market AE: 50/50, $110-135K base, $115-145K variable. Enterprise AE: 50/50, $140-175K base, $145-185K variable. SDR: 70/30, $50-65K base, $20-30K variable.
Commission Rate Math
Commission rate = variable ÷ quota. AE with $100K variable + $1.2M quota = 8.33% commission rate. Industry medians: SaaS 8-10%. Enterprise 6-8% (longer cycles, larger deals). SDR per-meeting: $50-150/qualified meeting + bonus on conversion.
Accelerators Drive Over-Attainment
Above-100% attainment pays accelerated commission. Standard tiers: 100-120% pays 1.5x normal rate. 120-140% pays 2x. 140%+ pays 2.5x. Drives reps to push past quota — without accelerators, reps coast at 100%.
Source: RepVue 2025 Compensation Benchmarks, Pavilion CRO Comp Survey 2025. Last updated: May 2026.