DCDrew Calin
Foundry GTM
Foundry GTM Toolkit

The Sales Team Cost Efficiency Calculator.

Cross-system math on whether your sales team is right-sized for your revenue. S&M as % of ARR, revenue per AE, rep-to-manager ratio, S&M efficiency. Flagged against B2B SaaS benchmarks per stage.

01
Enter your inputs
Total ARR, headcount by role, average OTEs, sales tech, marketing spend. Numbers that live across Finance / HRIS / marketing platforms.
02
See efficiency ratios
S&M as % of ARR, revenue per AE, revenue per S&M dollar, rep:manager ratio. Board-relevant numbers.
03
Get benchmarked diagnosis
Under-invested / Healthy / Bloated tier for your stage, plus top 3 optimization moves ranked by leverage.
Your inputs
Revenue + Team + Cost
Revenue + Stage
$
Annualized recurring revenue as of today.
Sets the benchmark bands for S&M %, revenue per AE, etc.
Team Composition
Front-line quota-carrying reps.
Prospecting-focused reps who don't carry a closing quota.
Front-line managers coaching AEs / BDRs. Not VP-level.
Dedicated ops/enablement heads supporting the sales team.
Compensation Averages (fully loaded OTE)
$
Fully loaded: base + full variable at 100%. Excludes benefits (added later).
$
$
$
Non-headcount S&M Spend (annual)
$
CRM, dialer, prospecting, call recording, e-sig, conversation intelligence.
$
Marketing salaries + paid + content + events + agency. Not just program spend.
Efficiency metrics
Live calculated
S&M as % of ARR
—
Fully loaded S&M spend divided by ARR. The board number.
Enter data
Revenue per AE
—
ARR divided by number of AEs. Productivity per rep.
Enter data
Revenue per S&M $
—
Every $1 in S&M generates this much ARR. Healthy = $1.50+.
Enter data
Rep : Manager Ratio
—
(AE + BDR) per manager. Healthy = 6-10:1. Above 10 = under-coached.
Enter data
AE : BDR Ratio
—
Inbound-heavy = 3:1. Outbound-heavy = 1:1. Pattern must match your motion.
Enter data
Total S&M Cost
—
Fully loaded (comp + 30% benefits/tax + tech + marketing).
Enter data
Efficiency diagnosis
Analysis + top 3 moves
Your Sales Cost Efficiency
Analysis
Fill in all inputs above and I'll generate an efficiency diagnosis: whether your team is under-invested, healthy, or bloated for your stage, plus the top 3 optimization moves.

S&M efficiency is the single most-scrutinized number in your next raise.

Investors look at S&M as % of ARR, revenue per AE, and payback period first. A Foundry Diagnostic tells you exactly where your current team structure is inefficient — and the Playbook designs the operating system that your team runs that makes efficiency compound quarter over quarter.

Book a 30-min call Or take the 2-minute Foundry Scorecard for a custom engagement recommendation →