Plan capacity at production, not quota.
The playbook’s capacity module as a working model. Set the base, the target, and the unit economics. The model returns the hiring schedule, the activity math, and the burn, haircut the way 2026 attainment data says it should be.
Eight inputs. Everything else recalculates.
Blue-edged cards are yours to edit. The methodology stays locked: the ramp shape, the funnel, the haircut. Type $ figures as 1.2M, 750K, or plain numbers.
ARR renewing over the next 12 months, before churn.
Gross churn and contraction taken off the base.
Net expansion from the installed base, next 12 months.
Where the company has to exit the year.
New-logo ACV. 2026 enterprise average: $212K.
Carried seats already at full production.
Hired in the last two quarters, mid-ramp.
Advanced assumptions · haircut, ratios, comp table, load
Leadership auto-staffs: a sales leader at 5+ AEs, a BDR manager at 3+ BDRs, an SE lead at 3+ SEs.
| Role | Base | Variable | OTE |
|---|---|---|---|
| Enterprise AE | |||
| Sales engineer | |||
| BDR | |||
| Sales leader (Area VP) | |||
| BDR manager | |||
| SE lead (Field CTO) |
This is one module of a 31-page playbook.
The full AI Scale-up GTM Playbook covers the nine-stage system, the AI-native engine, the team, and the operating cadence. It lives in my LinkedIn featured section.