A sales compensation plan should differ by role, because each role controls a different part of the revenue process: an SDR creates pipeline, an account executive closes it, a manager multiplies the team’s results. The example plans in this section show one coherent design per role, with measures, mechanics and payouts worked out by hand. Because several roles are paid on the same deals, also check what all of them cost together with the total commission rate calculator.
Every figure in these examples is illustrative. None is a benchmark or a market rate.
The example plans
| Role | What the plan pays for | Example |
|---|---|---|
| Account executive | Closed new-business contract value, with accelerators above quota and a clawback | AE compensation plan |
| SDR / BDR | Meetings held and sourced pipeline, paid monthly with a cap | SDR compensation plan |
| Sales manager | Team results, either through an override or a team-attainment bonus | Sales manager compensation plan |
Each page follows the same outline: the role, the measures, the pay mix rationale, the quota, the mechanics, and a table of payouts at several attainment levels so you can check the arithmetic.
What all role plans have in common
Whatever the role, a plan only works if a few things are settled in writing before the period starts:
- Precise measure definitions that can be pulled from the CRM or billing system without debate.
- A rate derived from the target: variable at target divided by the target result, so the plan pays exactly the variable target at 100%.
- Rules for shared credit, because several roles touch the same deal; the commission split calculator shows what a split does to each person.
- Timing and recovery: when pay is earned, when it is paid, and when it can be clawed back.
The commission structures library explains each mechanic used in the examples.
Account managers
An account manager looks after existing customers and can be measured on what those customers add or keep: expansion bookings, renewals, or net revenue retention. A workable design pays a rate on expansion, a lower rate on renewals (renewals partly happen without effort), and sets a clear rule for churned revenue. If the AM also owns new logos, separate the two measures so one does not hide the other. The SaaS commission calculator models expansion and renewal rates side by side.
Customer success managers
Customer success roles influence retention and adoption but do not always control the commercial decision on their own. That argues for a smaller variable share and a bonus rather than a commission: a target amount paid on a few weighted objectives such as gross retention of the book, product adoption goals or renewal on time. Keep the objectives measurable from your systems. The sales bonus calculator applies weights, a threshold and a cap.
How to use these examples
- Start from the role page closest to your own.
- Replace the illustrative OTE, quota and rates with your own figures.
- Check one rep’s curve, then the whole team’s cost, in the commission plan simulator.
- Write the result into a plan document using the step-by-step sales compensation plan guide.
Key takeaways
- Pay each role for the outcomes it can actually influence.
- The examples are structures to adapt, not market rates.
- Several roles are paid on the same deals: check the combined cost.
Frequently asked questions
Can I copy these example plans as they are?
Use them as a starting structure, not as a recommendation. The figures are illustrative and chosen for easy arithmetic; your OTE, quota and rates must come from your own market, budget and territory data.
Why does each role have different measures?
Because each role controls a different part of the revenue process. Pay should follow what the person can influence: meetings and pipeline for an SDR, closed new business for an AE, team results for a manager, retention and expansion for account managers and customer success.
How do I know what all these plans cost together?
Add up the variable pay of every role that touches a deal and express it as a share of the revenue it produces. The total commission rate calculator does this in one view.