By name: comp-plans description: Apollo.io sales compensation structure — quota, variable pay, accelerators, SPIFFs, and payout mechanics
Compensation Plans
Structure Overview
- All quota-carrying roles: [FILL: X% base / Y% variable] OTE split
- Quota period: [FILL: monthly / quarterly / annual]
- Payout frequency: [FILL: monthly in arrears, X day delay]
- [FILL: draw policy for ramp period]
Roles and Targets
SDR/BDR
- Quota metric: [FILL: meetings booked / SQLs generated]
- Ramp: [FILL: 3 months at 50%/75%/100%]
- [FILL: team vs. individual component]
Account Executive (SMB)
- Quota metric: [FILL: new ARR]
- [FILL: specific details]
Account Executive (Mid-Market / Enterprise)
- Quota metric: [FILL: new ARR + expansion]
- [FILL: multi-year deal treatment]
CSM / AM
- Quota metric: [FILL: renewal rate + expansion ARR]
Accelerators
- 100-120% attainment: [FILL: X multiplier]
- 120%+: [FILL: Y multiplier]
- [FILL: decelerators below threshold?]
SPIFFs
- [FILL: current active SPIFFs and eligibility]
- SPIFFs announced in #sales-announcements
Clawbacks
- [FILL: policy on churned deals within X days]
FAQ
- When is quota set? [FILL: annually / quarterly, timing]
- Who do I talk to about my comp plan? Your manager + RevOps BP
- Where do I see my attainment? [FILL: tool name and link]