Capacity & Quota Planner
Does the headcount plan actually produce the number? Capacity with ramp built in, quota calibration, and a comp sanity check, one connected model.
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Rep roster
| Name | Role | Start | Ramped $/month | |
|---|---|---|---|---|
Monthly capacity grid
| Rep | Jul | Aug | Sep | Oct | Nov | Dec | Jan | Feb | Mar | Apr | May | Jun |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Existing MM AE 1 | $59.5K | $58.5K | $57.5K | $56.5K | $55.5K | $54.5K | $53.5K | $52.5K | $51.5K | $50.5K | $49.5K | $48.5K |
| Existing MM AE 2 | $59.5K | $58.5K | $57.5K | $56.5K | $55.5K | $54.5K | $53.5K | $52.5K | $51.5K | $50.5K | $49.5K | $48.5K |
| Existing ENT AE | $109.1K | $107.3K | $105.4K | $103.6K | $101.8K | $99.9K | $98.1K | $96.3K | $94.4K | $92.6K | $90.8K | $88.9K |
| New MM AE (Q2 hire) | · | · | · | $5.7K | $13.9K | $21.8K | $29.4K | $36.8K | $43.8K | $48K | $49.5K | $48.5K |
| New SMB AE (Q1 hire) | · | $6.8K | $13.4K | $19.8K | $25.9K | $31.8K | $31.2K | $30.6K | $30K | $29.5K | $28.9K | $28.3K |
| Total | $228.1K | $231.1K | $233.8K | $242K | $252.5K | $262.5K | $265.7K | $268.6K | $271.2K | $271K | $268.1K | $262.7K |
Cell = fully ramped productivity x ramp % (role curve, start date) x attrition adjustment. Darker = more ramped.
Monthly capacity vs phased target
Total modelled capacity
$3.1M
Base scenario
Gap
$6.9M
equals 115.7 fully ramped MM AE months
Latest viable hire date
None
hiring 2 MM AEs cannot close this year's gap at any start date
Pipeline requirement
$12.2M
$1M/month creation at 25% win rate
Capacity / win rate
Where the plan disagrees with itself
Quotas exceed modelled capacity
RiskTotal quota is 101% of modelled capacity. Your plan requires everyone to beat their own ceiling.
Why it mattersCapacity, quota, and comp are one system. When they disagree, reps notice before finance does.
Do thisLower the calibration factor, add heads earlier, or lower the target. Pick one deliberately.
Quotas sum below the company target
RiskEven if every rep hits 100%, the company misses.
Why it mattersCapacity, quota, and comp are one system. When they disagree, reps notice before finance does.
Do thisRaise quotas, add capacity, or lower the target. The math does not negotiate.
Capacity gap against target
RiskModelled capacity falls short of target, equal to 115.7 fully ramped MM AE months.
Why it mattersCapacity, quota, and comp are one system. When they disagree, reps notice before finance does.
Do thisNo in-year hiring plan closes this gap given ramp. Reset the target or find capacity in productivity.
Comp cost above benchmark
WatchComp cost at plan is 33.8% of bookings, above a ~12% benchmark for direct sales comp.
Why it mattersCapacity, quota, and comp are one system. When they disagree, reps notice before finance does.
Do thisCheck pay mix and quota-to-OTE ratios per role before touching rates.
This model with your actual historicals, segment win rates, and hiring pipeline is the first week of an At Pace planning engagement.
METRIC DEFINITIONS: RAMP · OTE · QUOTA-TO-OTE RATIO · WIN RATE