1
Set your number
Drag Company target to the ARR you want to reach. Set Expansion share to what existing customers will carry.
2
Set your deal sizes
Per region, in the table. Everything else can stay on defaults.
3
Enter the CFO's number
Target revenue cost band = the % of ARR you were given for sales + marketing.
4
Read the checks
Green holds. Red shows the gap in dollars and which lever to pull.
5
Add your team (optional)
Type how many AEs, SDRs, AMs and managers you have. A gap table appears: hires needed and what they cost.
What it does: target → deals → reps → cost → does the budget cover it.
What you get: headcount by role, cost by role, pipeline needed, and a yes/no on the budget with the shortfall.
Defaults, not your data: every slider starts at an industry average. Put in your real numbers and the answer gets real.
Your pay, if you want it: type your own AE, SDR, AM or manager OTE in Your team today and the model uses it instead of the market number. Blank means market.
One tip: attainment starts at 87%. Drag it to 70 to see what usually happens.
Where the numbers come from
Every default is a 2026 industry benchmark for private B2B SaaS, not a guess. Pay is fully loaded: market OTE, plus 30% for tax and benefits, plus a $12K tools seat per person. Managers and the VP are costed the same way.
| Number | Default | Source |
|---|
| AE pay | $150K to $240K OTE, set by deal size | Bridge Group, RepVue |
| AE quota | Deal size × deals per rep, $600K to $2.5M | Bridge Group, ICONIQ |
| Deals per rep | 8 deals in flight, 300 selling days ÷ cycle | Standard capacity math |
| SDR | $90K OTE, $2.2M sourced pipeline a year | Bridge Group |
| Account manager | $115K OTE, 40 accounts each | Gainsight, SaaStr |
| Sales manager, VP | $138K and $243K OTE, 1 manager per 7 reps | Bridge Group |
| Tax and benefits | 30% on top of pay | US Bureau of Labor Statistics |
| Attainment | 87% plan, 70% is the real median | Bridge Group, RepVue |
| Rep attrition | 22% a year | Bridge Group |
| Sales + marketing cost | 37% of ARR is the median, 33% above $100M | Benchmarkit, KeyBanc |
| Marketing spend | 12% of ARR at $15M, tapering to 7% at $100M | SaaS Capital, Gartner |
| CAC payback | Under 18 months is healthy | SaaS Capital |
All of it is a starting point. Your own win rate, cycle and deal sizes replace the averages the moment you type them in.
Start here1Set your target2Set deal sizes per region3Enter the CFO's budget band4Read the checks
Main levers
Deal size
Set per region in the table below ↓
Company roll-up
Total pipeline
-
new-logo + expansion
CAC payback
-
under 18 = ok
Budget check
-
against the CFO band
Budget and team
Budget split (CFO ceiling)
Your team today (optional)
Shows the gap to the plan by role. Blank means skip.
▸ Advanced levers (set once, rarely change)
Where the pipeline comes from
Pipeline sourcingsums to 100%
Where you are vs the plan
Your team today against what the target needs-
| Role | Have | Need | Gap | Loaded cost each | Cost of gap |
|---|
Swipe sideways for all columns.
Cost breakdown (per year)
Where the revenue budget goes$0
Regional allocation
Company team split across regionsshares = 100%
| Region | Tgt % | Target | Deal | New-logo | Expansion | Pipeline | AEs | SDRs | AMs | Cost /yr |
|---|
Swipe sideways for all columns.
Adjust regions
Per region: share, deal, win rate, cycledefaults inherit global
Read
Company health checks
Region shares sum to 100%-
Revenue cost vs target bandtarget 33%-
Sales cost vs its share of the band--
Win rate and implied coverage20 to 30% win · 4x at 25%-
CAC paybackunder 18mo-
Quota-to-OTE multiple4-6x-
Marketing % of ARRbenchmark-
-