SaaS Sales Comp Plan Template — Series C
A stage-specific Excel comp plan built for Series C SaaS companies with SDR, AE, and AM roles, 2-tier accelerator structures, dual-track AM compensation, and an outbound SDR multiplier. Free to download.
Built for Series C — When Complexity Starts to Compound
At Series C, your revenue organization has matured. You have SDRs generating pipeline, AEs closing new logos, and Account Managers handling a growing book of renewal and expansion business. The comp plan needs to reflect this complexity — with accelerators that reward overperformance, dual-track AM incentives, and an outbound multiplier that keeps SDRs focused on quality pipeline.
This template covers SDR L1, AE L1/L2, and AM L1/L2 with a 2-tier AE accelerator structure, AM dual-track compensation (renewal + expansion), and an outbound multiplier for SDRs. Every benchmark is calibrated for a ~$30M ARR company growing at 33% YoY.
Comp Plan Structure
| Component | SDR L1 | AE L1 | AE L2 | AM L1 | AM L2 |
|---|---|---|---|---|---|
| Quota | SAO goal (outbound) | $900K ARR/year | $1.1M ARR/year | Renewal + expansion book | Larger renewal + expansion book |
| Commission Structure | $/SAO + outbound multiplier | 8% ≤100%; 11% 100–125% | 9% ≤100%; 12% 100–125% | 1.25% renewal; 1.5% expansion | 1.5% renewal; 2% expansion |
| Decelerator | 50% SAO payout if <60% | 4% if <70% attainment | 5% if <70% attainment | No commission if churn >10% | No commission if churn >10% |
| Base Salary | $55,000 | $90,000 | $105,000 | $80,000 | $95,000 |
| 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 |
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 C (~$30M ARR)
- Headcount & OTE Budget: Role-by-role table for SDR L1, AE L1/L2, and AM L1/L2 with base, variable, OTE, quota, and quota/OTE ratio
- Comp Plan Details: 2-tier AE accelerator structure, AM dual-track (renewal + expansion), outbound SDR multiplier, decelerators, and SPIFF budget
- Scenario Guide: Conservative, Standard, and Aggressive scenarios with specific quota and rate adjustments for each role
- Role-Level Calculators: Interactive quarterly calculators for SDR, AE, and AM — 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 C Template
Fill out the form below and we will send the Series C template directly to your inbox. No spam — just the template and occasional insights on comp plan design.
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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 C 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 →