You hired an AE, picked a salary that felt right, added 10% commission, and called it a plan. Now your best rep is fielding competitor offers, deals are clustering at month-end, and you're constantly adjusting rates and quotas trying to patch things together. The problem isn't the numbers. It's the structure.
This playbook changes that.
The AE Compensation Playbook walks you through every decision involved in building a comp plan that drives the behavior your business actually needs. From the underlying economics (can you afford the hire?) to the mechanics of commission, quotas, bonuses, and ramp periods, you get a clear system that works at every stage, from your first AE to a scaled team. It includes three complete example comp plans you can adapt immediately, plus diagnostic tools to fix plans that have already gone wrong.
What makes this different: This isn't a spreadsheet template with no context. Every framework comes with the reasoning behind it, the common mistakes founders make, and the specific scenarios where you'd adjust. It covers the decisions nobody tells you about: how to handle sandbagging, when clawbacks make sense (and when they don't), why monthly accelerators can backfire, and how to structure ramp so you know if a new hire is working out before month four.
You'll learn:
- How to use the 5X Rule to set quota and OTE so your unit economics actually work, keeping cost of sales at 20-25% of revenue
- Why the 50/50 base-to-variable split is standard, when to adjust it, and how the Divisibility Rule saves you accounting headaches at scale
- How to structure quarterly bonuses that eliminate sandbagging and align reps with what the business needs, not just their own monthly number
- When to use SPIFFs for short-term behavior change without creating permanent entitlement
- How to design ramp periods with graduated quotas and certification-based pay so new hires are accountable from day one
- The right way to implement accelerators, decelerators, and clawbacks without killing morale or creating perverse incentives
- How to adapt comp structures for US vs. European markets, including regional benchmarks and regulatory considerations
By the end of this playbook, you'll be able to: design a compensation plan from scratch using proven frameworks, diagnose and fix a broken plan using specific warning signs, set quotas your reps can actually hit, and roll out a structure that retains top performers while creating accountability across the team.
This is for you if: you're a founder building or scaling a sales team, a first-time sales leader designing comp for the first time, or anyone who suspects their current plan is driving the wrong behavior. Whether you're hiring your first AE or restructuring comp for a growing team, this playbook gives you the system to get it right.
