SaaS Sales Capacity Calculator
Work out how many AEs you need to hit your new ARR target after quota attainment and ramp time, how early to start hiring, and how much pipeline your team needs. The defaults are placeholders, so replace them with your own numbers.
Inputs
Results
Your 2 current AEs can close about $1,120,000. To cover the remaining $880,000, plan to hire 3, starting on day one of the year.
How to use this tool
- 1
Enter the new ARR you need to close this year and the number of AEs you already have.
- 2
Enter your annual quota per AE and the share of quota your reps typically hit.
- 3
Enter how many months a new AE takes to ramp, and how long hiring takes.
- 4
Enter your opportunity win rate to see the pipeline your team needs to create.
Use cases
Planning next year's hiring
See how many AEs you need to hire to close your target, after allowing for ramp time.
Checking if the plan is realistic
Compare your target with what your current team can close at realistic attainment.
Timing the hiring plan
See how many months before you need revenue a hire should start, including recruiting and ramp.
Sizing pipeline per rep
Turn a revenue target into the pipeline each AE needs to work with.
Frequently asked questions
What is sales capacity planning?+
It is working out how many quota-carrying reps you need to hit a revenue target, taking into account quota, expected attainment and how long new reps take to ramp.
Why use attainment instead of full quota?+
Most teams do not hit 100% of quota on average. Planning on full quota usually leaves a gap, so this calculator uses the attainment you expect your reps to reach.
How does ramp time change the number of hires?+
A new AE only produces for part of the first year. This calculator assumes hires start at the beginning of the year and counts only the months after ramp, so you need more hires than a simple division suggests.
How much pipeline do I need?+
Divide your new ARR target by your opportunity win rate. A 20% win rate means you need five dollars of pipeline for every dollar you want to close.
What if I hire during the year instead of at the start?+
Later hires produce less in year one, so you would need more of them. Treat the result as a minimum for hires who start on day one.
What does this calculator leave out?+
It does not model rep attrition, territory limits, seasonality, or partial productivity during ramp. Use it as a planning estimate, not a forecast.