SaaS Sales Comp Plan Template — Series B
A stage-specific Excel comp plan built for Series B SaaS companies with SDR, AE, and CSM roles, simplified commission structures, and role-level earnings calculators. Free to download.
Built for Series B — When the GTM Motion Is Taking Shape
Series B is the stage where you start segmenting your revenue team. You've added SDRs to generate pipeline, your AEs are closing deals they didn't source, and your CSMs are managing a growing renewal book. The comp plan needs to reflect this new structure — with separate incentives for each function.
This template covers SDR L1, AE L1/L2, and CSM L1/L2 with stage-appropriate OTEs, quotas, and commission rates. It includes a simplified commission structure (no complex accelerator tiers yet), CSM renewal-only compensation, and individual calculators for each role.
Comp Plan Structure
| Component | SDR L1 | AE L1 | AE L2 | CSM L1 | CSM L2 |
|---|---|---|---|---|---|
| Quota | 233 SAOs/year | $900K ARR/year | $1.35M ARR/year | $3M renewal/year | $4M renewal/year |
| Commission Structure | $215/SAO | 8% ≤100%; 12% above | 9% ≤100%; 12% above | 1.25% on renewal ARR | 1.5% on renewal ARR |
| Decelerator | 50% SAO payout if <50% | 4% if <70% attainment | 4% if <70% attainment | No commission if churn >12% | No commission if churn >12% |
| Base Salary | $50,000 | $80,000 | $95,000 | $65,000 | $75,000 |
| Variable at 100% | $30,000 | $72,000 | $80,000 (approx.) | $37,500 | $60,000 |
| Ramp / Draw | 2-month non-recoverable | 3-month non-recoverable | 3-month non-recoverable | 2-month non-recoverable | 2-month non-recoverable |
| Payment Timing | SAOs monthly; CW monthly | Monthly on contracted ARR | Monthly on contracted ARR | Monthly on contracted ARR | Monthly on contracted ARR |
| SPIFF Budget ($80K/year) | $1,660/month | $2,080/month | $1,660/month | $830/month | $415/month |
What's Inside the Template
- Company Attributes Section: ARR, headcount, growth targets, win rate, avg deal size, and quota attainment assumptions pre-filled for Series B (~$15M ARR)
- Headcount & OTE Budget: Role-by-role table for SDR L1, AE L1/L2, and CSM L1/L2 with base, variable, OTE, quota, and quota/OTE ratio
- Comp Plan Details: Commission rates, decelerators, SPIFF budget allocation, and promotion criteria for each role
- Scenario Guide: Conservative, Standard, and Aggressive scenarios with specific quota and rate adjustments
- Role-Level Calculators: Interactive quarterly calculators for SDR, AE, and CSM — enter actuals and see earnings in real time
- Stage Comparison Tab: Side-by-side view of all four stages (A, B, C, D) for easy reference
- Glossary Tab: Definitions for 35+ terms across comp, pipeline, and GTM strategy
Download the Series B Template
Fill out the form below and we will send the Series B template directly to your inbox. No spam — just the template and occasional insights on comp plan design.
Please use your company email address. Gmail and personal email addresses are not accepted.
Built by RevOps + Finance
This template was designed by Consult RevOps in partnership with fractional CFO Nicole Jordan-Dahdal of Prism Edge. Every benchmark, rate, and ratio was reviewed through both a GTM strategy lens and a financial modeling lens.
Need More Than a Template?
If your Series B comp plan needs a full redesign — not just a starting point — we offer two custom engagement packages built for your stage of growth.
View Our Comp Plan Packages →