SaaS Sales Org Design & Capacity Planning Skill

Overview

Convert ARR ambition into a reconcilable sales-org plan. Most SaaS plans project $5M ARR by Year 3 with two sales hires — mathematically impossible. This skill produces the canonical formula: Bookings = #AEs × Quota × Attainment % × (1 − Ramp Discount) and the org evolution by ARR milestone.

Use When

• Section 09 (Management Team) or Section 10 (Financial Projections) is being built for a SaaS plan with target ARR > $1M
• The plan's sales-bookings line doesn't reconcile with the headcount plan
• The team is hiring its first VP of Sales / Head of Revenue
• An ARR milestone is approaching and the org needs to evolve

Do Not Use When

• The request belongs to the neighbouring route. Use the cross-sector meta skill when the decision is not specific to recurring-revenue SaaS economics or operations.
• The available evidence cannot support a responsible sales org design and capacity planning conclusion; return the evidence gap instead of inventing one.