We have five types of commissions plans for teammates on our sales teams. Below is a summary of each plan, but for more details, please see your individual plan document signed at the beginning of the year. This plan document can also be found in your CaptivateIQ profile. Please see Commission Types below for more details on each plan

• Account Executives (AE's)
  • Account executives are given individual plans based on their level, as well as their ramp period (if applicable) Ramp periods only applies to AE’s who start mid-way through a plan year or who are on leave
• Customer Engineers (CE's)
  • Customer engineers are assigned a quota based on territory. All the CE’s for a specific territory are paid on ACV closed in a period for that territory
• Technical Advisors (TA's)
  • Technical Advisors receive MBO only plans. These are quarterly bonuses based on performance around Net Logo Retention and Net Dollar Retention. The bonus is calculated quarterly by the VP of Technical Success and supplied to accounting for payout. TA commissions are not processed inside CaptivateIQ
• Sales Development Representatives (SDR’s)
  • SDR’s are paid a flat $ commission based on how many SAO’s they captured in a given period. These are treated as a bonus vs a true commission
• Sales Overlay and Sales Leadership
  • All sales overlay and leadership employees are paid based on the company ACV goal vs attainment. Sales Overlay and Sales Leadership commissions are not processed inside CaptivateIQ

Commission Payouts

Commissions are paid on a monthly basis. Commissions are calculated by the 4th business day of the month, finalized on the 5th business day, and paid on the 15th payroll. All commissioned teammates processed in CaptivateIQ, will be able to review their draft statements in CaptivateIQ for accuracy before the noon deadline on the 5th business day. Any corrections that come from inquiries after that deadline, will roll into the next commission cycle

Please be sure to join the #ask-commission slack channel. Here is where all updates and to-do’s are posted for commissionable employees and is the central location to ask questions

Commission Types

Account Executives

Plan Quota

Account Executives (AE’s) have an annual quota plan. That plan is based on three different measures with annual OTI being weighted between the three measures as follows:

• New Annual Contract Value - 60% of Annual OTI
• New Logo Retention (Individual Goal) - 20% of Annual OTI
  • NLG is a semi-annual goal and will reset halfway through the year
• Gross Retention Rate (GRR) (Individual Goal) - 20% of Annual OTI

New Annual Contract Value Payout

ACV payout is paid monthly and is determined by the new ACV booked in a month by the AE. ACV included two tiers, the base tier, or Tier 1 (plan quota) and Tier 2, which is any AVC booked over quota.

• Tier 1 (T1) - This is the quota assigned to the AE in their plan and paid at the Base Commission Rate which is calculated by dividing the ACV OTI by their ACV Quota
• Tier 2 (T2) - This is any ACV earned over the T1 quota, and is paid at an accelerated BCR (BCR * 200%)