Calculate commission for SaaS, B2B, insurance, and all sales roles. Handles base salary, tiered accelerators, and on-target earnings (OTE).
| Sales Role | Base Commission Rate | Accelerator | Typical OTE |
|---|---|---|---|
| SaaS / Enterprise Software | 8%–12% of ACV | 15%–20% above quota | $120K–$250K |
| Insurance — New Business | 8%–15% of first-year premium | Bonus for volume milestones | $60K–$130K |
| Insurance — Renewals | 5%–12% of renewal premium | Trailing commission | Builds annually |
| B2B / Professional Services | 5%–10% of deal value | 10%–15% above 110% quota | $100K–$200K |
| Pharma / Medical Devices | 6%–14% of territory revenue | MBO scorecard bonuses | $80K–$200K base-heavy |
| Financial Products | 0.5%–2% of AUM or deal | Tiered based on volume | $80K–$300K+ |
2026 SaaS Commission Reality: The standard SaaS commission is 10% of ACV at 100% of quota. Top reps hitting 110%+ trigger accelerators reaching 15%–20%. With clawback provisions (standard for 90 days post-close), if a customer churns within the clawback window, the commission is reversed. Always factor this risk into your pipeline planning.
A draw is a cash advance paid to sales reps that is later deducted from earned commissions. There are two types:
Recoverable draw: The advance must be paid back from future commissions. If you earn $8,000 in commission but received a $3,000 draw, you receive $5,000 at payout. Common in the first 90 days of a new role.
Non-recoverable draw: You keep the draw regardless of commissions earned. This is a guaranteed floor — you will never owe money back. Rare, but offered by some companies to attract experienced reps.
A clawback is a contractual clause requiring you to return commission if a customer cancels or defaults within a defined window — typically 30 to 180 days after the sale closes. Clawbacks are standard in SaaS, insurance, financial services, and most B2B sales roles. Understanding your clawback window is essential before spending commission income.
Here is how clawback risk works in practice: if you earn $5,000 on a deal that closes in March and your clawback window is 90 days, that commission becomes fully yours in June. If the customer cancels in May — day 75 — the entire $5,000 is deducted from your next paycheck. High-volume reps with large deal sizes can face significant clawback exposure in any given quarter.
| Industry | Typical Clawback Window | Notes |
|---|---|---|
| SaaS / Enterprise | 90 days | Industry standard. Some startups offer zero clawback to attract talent. |
| Insurance | 12–24 months | Chargebacks common on lapsed policies — highest clawback risk |
| B2B Services | 30–90 days | Varies by contract term length |
| Financial Products | 6–12 months | Tied to product holding period |
| Car Sales | No clawback | Commission paid on delivery — no clawback once vehicle is sold |
Clawback Protection: Always ask for the clawback window in writing before accepting an offer. A 30-day window vs a 180-day window dramatically changes your true income security. The best protection is qualifying customers thoroughly before closing — a deal that churns in month 2 costs you both the commission and the time.
Simple commission calculator for any industry or deal structure.
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