SDR comp plan calculator: model payouts before you launch
Try it: one rep, one month
Each part pays 1.0x up to 100% of quota. It pays 1.5x from 100% to 150%, and 2.0x above. Change any number.
Use a point for decimals, for example 5.4.
Many SDR comp plan problems are maths nobody ran before launch. A plan pays almost the same at 60% and 100%. One measure can hit an accelerator alone. Or finance never signed off the total cost. Model it first.
How the calculator works
One row per rep per month. Enter OTE, the variable share and how much of variable pays on meetings versus SQOs. Then add the two quotas and the month's results. The calculator returns monthly base, target variable, and attainment and payout on each measure. It also shows total variable, variable against target and total pay. Each measure pays 1.0x up to 100% of quota. It pays 1.5x from 100% to 150%, and 2.0x above that.
A worked example
| Input | Value |
|---|---|
| OTE and pay mix | £55,000 at 70:30, so base £38,500 and target variable £16,500 a year |
| Variable split | 70% on held meetings (quota 10), 30% on SQOs (quota 5) |
| This month | 12 meetings, 4 SQOs |
| Payout | £1,251 on meetings plus £330 on SQOs = £1,581 variable, 115% of target |
Four things to check before launch
- Pay mix: our estimate is about 70:30 in the UK and Europe. The US median is 68:32 (Bridge Group, 2025). See SDR and BDR comp plans for dated benchmarks.
- What earns variable: pay per meeting and you get meetings. The shakier meeting quality is, the more pay should sit on SQOs.
- Total cost: model the whole team at 50%, 100% and 150% attainment with finance.
- Last year under the new plan: who wins, who loses, and does that feel right?
Questions
Does it work on the free Notion plan?
Yes. The calculator is a Notion database with formulas. It works on any plan, on desktop and in the app.
Can I change the accelerators?
Yes. The tiers live in two formulas you can edit. Keep to two to four tiers.
What else is in the template?
Four plan models and dated pay benchmarks for the US, UK, Germany, the Netherlands and France. Crediting rules, gaming risks and a launch checklist.
Related guides
SDR and BDR comp plans
OTE benchmarks for the UK, US and Europe, and how to design the plan.
SDR KPI dashboard template
What to show on one screen, benchmarks and what to leave off.
SDR to AE promotion criteria
Four areas to assess, a scorecard and how to say "not yet".
Model the plan before your reps do
The calculator plus the design guide as a Notion template. Works on the free Notion plan.
Need the outreach cadences too? Get the SDR Toolkit: the comp calculator and the cadences together for £12.99 + VAT.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.