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Sales hiring plan calculator
Put in the ARR you want to reach, the team you have and how long it takes to hire and ramp. See how many AEs and SDRs you need, when each role has to open, and what it does to your ARR.
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The minimum number of AEs and SDRs to hit your target
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A hiring calendar: when to open each role and when they are productive
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ARR month by month, with and without the new hires
How to use it
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Enter ARR today, your target, the date and your churn and expansion.
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Enter the team you have now and what a ramped AE delivers.
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Set how long it takes to hire an AE and an SDR, and your fully loaded costs.
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Read the hiring calendar, and see what happens if you open the first role a month later.
How the numbers work
Existing ARR grows or shrinks each month by your expansion less churn. Each AE signs new ARR at quota times attainment once ramped, nothing before their first-deal month, and a straight-line ramp in between. AEs leave at your attrition rate and are replaced after the same hiring time.
The minimum plan is the smallest number of new AEs, starting as early as your hiring time allows, that gets ARR to target by the date you choose. If the target cannot be reached, the planner shows the most you can get to and the earliest date that works.
Questions
How many sales reps do I need to hit my ARR target?
Work out the new ARR you need after churn and expansion, then divide by what a ramped AE actually delivers in the time left, allowing for hiring time and ramp. Because of ramp, reps hired late in the year contribute little, which is why the planner works month by month.
How long does it take a new AE to ramp?
Commonly three to six months in B2B SaaS, and longer for complex or enterprise sales. The planner lets you set the month of the first deal and the month they are fully ramped.
What is a good SDR to AE ratio?
There is no single right answer. It depends on how many meetings AEs need and how many come from inbound or their own prospecting. Set your ratio in the planner and it sizes the SDR team to match.
Why does the timing of the first hire matter so much?
Every month you delay opening a role pushes the start date and the ramp back by a month, so each hire has less time to contribute before the target date. In the example, waiting one month means one more AE; waiting two means two more.
More free sales tools
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Cost of a Sales Hire: The fully loaded cost of an AE, when they pay back, and what a mis-hire costs.
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30-60-90 Ramp Plan: A dated onboarding plan for a new AE or SDR, with goals, milestones and reviews.
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SDR Capacity Planner: What one SDR really produces in a month, and whether the activity target fits in a day.
Building the team to get there?
Headcount is only half the plan. We help early-stage and Series A teams set the hiring order, ramp plan, territories and comp so every new AE gets productive faster.