Rex says
Money math without the spreadsheet headache. Plug in your numbers and I'll show you exactly where the dollars land.
Try a scenario
Click to load — tweak from there.Inputs
Result
Fully-ramped reps required
7.9
Reps to hire allowing for ramp
10.0
Effective ARR per rep
$504,000
Pipeline value needed
$16,666,667
Qualified opportunities needed
521
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Got your number — what next?
Pick one, it takes 20 secondsHow to use this
- 1Enter new arr target ($).
- 2Enter annual quota per rep ($).
- 3Enter expected average attainment (%).
- 4Enter win rate (%).
- 5Enter average deal size ($).
- 6Enter ramp time for a new rep (months).
- 7Read your fully-ramped reps required on the right — it updates as you type.
- 8Hit Share to keep the scenario or send it to someone.
About this calculator
Hitting a new-ARR number is a capacity problem before it's a motivation problem. This calculator works backwards from the target: applying expected quota attainment gives the effective productive capacity per rep, dividing the target by that gives required rep headcount, and applying win rate and average deal size gives the pipeline coverage you need to create. It also shows the ramp-adjusted hiring number, because a rep hired in month nine will not deliver a full year of quota. Most plans fail because they assume 100% attainment and zero ramp — both are wrong, and together they typically understate required headcount by 40-60%.
Worked example
Using the values the calculator loads with:
Inputs
- New ARR target: 4000000 $
- Annual quota per rep: 700000 $
- Expected average attainment: 72 %
- Win rate: 24 %
- Average deal size: 32000 $
- Ramp time for a new rep: 5 months
Results
- Fully-ramped reps required: 7.9
- Reps to hire allowing for ramp: 10
- Effective ARR per rep: $504,000.00
- Pipeline value needed: $16,666,666.67
- Qualified opportunities needed: 521
What each field means
Inputs
- New ARR target ($)
- The new arr target used in the calculation, measured in $. Starts at 4000000 $ so you have a working example on load.
- Annual quota per rep ($)
- The annual quota per rep used in the calculation, measured in $. Starts at 700000 $ so you have a working example on load.
- Expected average attainment (%)
- The expected average attainment used in the calculation, measured in %. Starts at 72 % so you have a working example on load. Accepted range: 1–200 %.
- Win rate (%)
- The win rate used in the calculation, measured in %. Starts at 24 % so you have a working example on load. Accepted range: 1–100 %.
- Average deal size ($)
- The average deal size used in the calculation, measured in $. Starts at 32000 $ so you have a working example on load.
- Ramp time for a new rep (months)
- The ramp time for a new rep used in the calculation, measured in months. Starts at 5 months so you have a working example on load.
Results
- Fully-ramped reps required
- Returned as a decimal number and shown as the headline result. It recalculates instantly whenever you change an input, so you can compare scenarios without reloading.
- Reps to hire allowing for ramp
- Returned as a decimal number. It recalculates instantly whenever you change an input, so you can compare scenarios without reloading.
- Effective ARR per rep
- Returned as a money amount in US dollars. It recalculates instantly whenever you change an input, so you can compare scenarios without reloading.
- Pipeline value needed
- Returned as a money amount in US dollars. It recalculates instantly whenever you change an input, so you can compare scenarios without reloading.
- Qualified opportunities needed
- Returned as a whole number. It recalculates instantly whenever you change an input, so you can compare scenarios without reloading.
FAQ
What attainment should I plan for?
Plan on 60-75% average attainment across the team. Well-run enterprise teams see 50-65% of reps at or above quota, and averaging above 85% usually means quotas are set too low rather than that the team is exceptional.
Is 3x pipeline coverage still the rule?
It's a shorthand for a 33% win rate. Use your actual win rate instead — a team winning 20% needs 5x coverage, and applying a generic 3x to a 20% win rate is one of the most common reasons a plan misses in Q4.
How should ramp be modelled?
Assume roughly half productivity across the ramp period, so a five-month ramp costs about two and a half months of quota in year one. Hire ahead of the target period by at least the full ramp length, or the capacity arrives after the number is due.
What if the required headcount is unaffordable?
Then the target is wrong, the deal size needs to rise, or the motion has to shift toward self-serve or partner-led. Rejecting the arithmetic and asking for more effort produces the same number with more attrition.
Accuracy and limitations
- Results are estimates before tax, fees, and inflation unless an input explicitly covers them.
- Rates are treated as fixed for the whole period — variable-rate products will drift from this projection.
- This is educational maths, not financial advice. Check anything contractual with the lender or your accountant.
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Cite this calculator
Writing about this topic? Grab a citation — every link helps keep these tools free.
RevenueLab. (2026). Sales Quota Capacity Calculator. Retrieved from https://www.revenuelab.fyi/toolbox/saas-quota-capacity
<p>Source: <a href="https://www.revenuelab.fyi/toolbox/saas-quota-capacity" target="_blank" rel="noopener">Sales Quota Capacity Calculator — RevenueLab</a> (2026).</p>
Source: [Sales Quota Capacity Calculator — RevenueLab](https://www.revenuelab.fyi/toolbox/saas-quota-capacity) (2026).