Benchmarks, frameworks, and playbooks for founders building their first sales team.
Your AE just hit quota. Now what? Commission accelerators turn "good enough" into "let's keep going." 5 structures, real ROI calculations, and when to use each.
Draw StructuresRecoverable vs. non-recoverable draws—what they are, how they work, and which one to use for your first AE. Month-by-month examples included.
AE CompStep-by-step: OTE benchmarks by stage, base/commission split, quota formula, ramp periods, and draw structure. With a full earnings table at every attainment level.
Quota SettingActivity → logo → revenue → annual: the 4 quota stages every startup moves through. Learn which stage you're in right now and what to actually set.
Comp Design70/30 vs 60/40 vs 50/50: the honest breakdown of which base-to-commission split fits your stage. Plus when to shift, and the formula that keeps it all sustainable.
Comp DesignYou're about to spend $150K+ on your first rep. Get this wrong and you'll pay for it twice — once in cash, once in lost momentum. Here's the framework that actually works.
BenchmarksSDR comp has shifted. Remote normalization, tighter budgets, and changing quota expectations have reshaped what competitive looks like. Here's the data, by stage and deal type.
RecruitingTop reps compare offers in spreadsheets. They know their numbers cold. If your comp plan is unclear, confusing, or below market, you lose before the first conversation ends.