Free planner · Nothing stored
Sales Capacity Planner for Scale-ups
Enter your current ARR, next year's target, your median deal size and how long a deal takes to close. It returns how many reps to hire and when each one starts, the meetings they have to run to get there, and what the year costs.
This model is for enterprise ACV and a real sales cycle, not high-volume transactional PLG. The $25K deal-size chip is a sensitivity, not the motion.
AssumptionsFailure haircut 30% · Max hires 2/mo · 1 SE per 2.5 AEs · 1 BDR per 2.5 AEs · Leadership on · Cash comp
Leadership auto-staffs: a sales leader at 5+ AEs, a BDR manager at 3+ BDRs, an SE lead at 3+ SEs.
Swipe to see all columns
| Role | Base | Variable | OTE |
|---|---|---|---|
| Enterprise AE | |||
| Sales engineer | |||
| BDR | |||
| Sales leader (Area VP) | |||
| BDR manager | |||
| SE lead (Field CTO) |
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01The Hiring ScheduleMax build: 18 AEs by month 9, and the window still tops out.
The hiring scheduleThe max build: 18 new seats.
Front-loaded at 2 hires a month. Cell shading steps with production intensity: the capacity staircase, made visible.
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02Expected BurnBudget $5.37M of in-year build comp, $7.14M across the org.
Expected burnThe build costs $5.37M in year one.
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03Sales Activity MathBook 1,479 discovery meetings, 31 a week across the team.
Companion page This math says how many meetings. It does not say where they come from. The weekly pipeline plan: six fields, a research prompt built for one account, and the loop that decides Monday instead of hoping on Thursday. Companion page The calendar says when. The scorecard says who. Stage gates, AE / BDR / SE / FDE / GTM engineer selection, ramp gates, and the ungated hiring kit.Sales activity mathThe activity math behind the $6.21M.
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04Unit CapacityBank $600K from each new seat in year one, $1.00M a year at steady state.
Unit capacityA rep is a $600K asset in year one.
Bookings ramp, one new seatThe workbook behind this page ships free: download the xlsx.
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05The BridgeExit at $8.62M, $1.38M short of the target, after the 30% haircut.
The bridgeYou need $7.59M of net-new logo ARR.
After the 30% failure haircut, that takes $10.84M of gross seat capacity. The carried bench brings $3.62M; hiring covers the rest.
$1.38M short of the $10.00M target. Extend the window, raise the deal size, or shorten the cycle.
36 is the whole org build. 18 is AEs.
This is one module of a 31-page Sales Playbook.
The full Sales Playbook covers the nine-stage system, the AI-native engine, the team, and the operating cadence. It is on this site, free and ungated.
If the planner sized the seats, start at Enterprise AE.