Commission Structure & Accelerators
CONFIDENTIAL - SALES OPERATIONS USE ONLY
This document outlines the commission structure and accelerator programmes for the sales organisation. For complete plan details, refer to your individual compensation plan document.
Compensation Plan Overview
On-Target Earnings (OTE) Structure
| Role | Base / Variable Split | OTE Range |
|---|---|---|
| Account Executive - Commercial | 50% Base / 50% Variable | $120K - $160K |
| Account Executive - Mid-Market | 50% Base / 50% Variable | $180K - $240K |
| Account Executive - Enterprise | 50% Base / 50% Variable | $280K - $380K |
| Account Executive - Strategic | 55% Base / 45% Variable | $350K - $500K |
| Sales Development Rep | 70% Base / 30% Variable | $65K - $85K |
| Solutions Engineer | 70% Base / 30% Variable | $160K - $220K |
| Sales Manager | 60% Base / 40% Variable | $220K - $300K |
Commission Rate Structure
New Business Commission Rates
| Product Category | Base Rate | Notes |
|---|---|---|
| CXone Platform (New Logo) | 10% of Year 1 ARR | First year of new customer contract |
| CXone Platform (Expansion) | 8% of Incremental ARR | Net new ARR on existing customers |
| Expert | 10% of Year 1 ARR | Higher rate for strategic product |
| WEM Suite | 9% of Year 1 ARR | WFM, QM, Analytics combined |
| SmartAssist / AI | 12% of Year 1 ARR | Strategic priority - elevated rate |
| Professional Services | 4% of Booking Value | Implementation, training, consulting |
| Voice/Telecom | 3% of Year 1 Value | Lower margin product |
Renewal Commission Rates
| Renewal Type | Rate | Conditions |
|---|---|---|
| Flat Renewal | 3% of Renewed ARR | No change in contract value |
| Uplift Renewal | 3% base + 8% on uplift | Renewal with expansion |
| Downsell Renewal | 2% of Renewed ARR | Reduced from prior contract |
| Multi-Year Renewal | 4% of Year 1 ARR | 3+ year renewal commitment |
Accelerator Programmes
Quota Attainment Accelerators
Commission rates increase as you exceed quota:
| Attainment Level | Rate Multiplier | Effective Rate (New Biz) |
|---|---|---|
| 0% - 50% | 0.5x | 5% |
| 51% - 75% | 0.75x | 7.5% |
| 76% - 100% | 1.0x | 10% |
| 101% - 125% | 1.25x | 12.5% |
| 126% - 150% | 1.5x | 15% |
| 151% - 200% | 1.75x | 17.5% |
| >200% | 2.0x | 20% |
Note: Accelerators apply to all bookings once threshold is reached. Not retroactive to prior bookings in period.
Strategic Product Accelerators
Additional accelerators for priority products:
| Product | Additional Accelerator | Conditions |
|---|---|---|
| SmartAssist (New Logo) | +25% rate bonus | Minimum $50K ARR |
| Expert Enterprise | +15% rate bonus | Enterprise edition only |
| Interaction Analytics | +10% rate bonus | Standalone or with platform |
| Full Platform (New Logo) | +20% rate bonus | Platform + WEM + Analytics bundle |
Competitive Displacement Accelerator
When displacing a strategic competitor:
- Genesys Displacement: +20% commission rate bonus
- Five9 Displacement: +15% commission rate bonus
- Avaya Displacement: +15% commission rate bonus
- Other CCaaS Displacement: +10% commission rate bonus
Requirements: Documented proof of incumbent, minimum 2-year commitment, reference agreement.
Multi-Year Accelerators
| Contract Term | Rate Bonus |
|---|---|
| 12 months | Base rate (no bonus) |
| 24 months | +5% rate bonus |
| 36 months | +10% rate bonus |
| 48+ months | +15% rate bonus |
Commission Calculation Examples
Example 1: New Logo, Standard Deal
Scenario: New customer, $200K ARR, CXone Platform, 12-month term, rep at 85% quota attainment
| Base Rate (New Logo Platform) | 10% |
| Quota Attainment Multiplier (85%) | 1.0x |
| Accelerators | None |
| Effective Rate | 10% |
| Commission | $20,000 |
Example 2: Strategic Deal with Accelerators
Scenario: New customer, $500K ARR (Platform $300K + SmartAssist $100K + Expert $100K), 36-month term, Genesys displacement, rep at 115% quota attainment
| Component | ARR | Base Rate | Accelerators | Final Rate | Commission |
|---|---|---|---|---|---|
| Platform | $300K | 10% | 1.25x attainment + 20% Genesys + 10% 36mo | 16.25% | $48,750 |
| SmartAssist | $100K | 12% | 1.25x + 25% product + 20% Genesys + 10% 36mo | 23.25% | $23,250 |
| Expert | $100K | 10% | 1.25x + 15% product + 20% Genesys + 10% 36mo | 18.125% | $18,125 |
| Total Commission | $90,125 | ||||
Example 3: Expansion Deal
Scenario: Existing customer, adding $150K ARR (WEM Suite), 24-month term, rep at 95% attainment
| Base Rate (Expansion) | 8% |
| Quota Attainment Multiplier (95%) | 1.0x |
| Multi-Year Bonus (24mo) | +5% |
| Effective Rate | 8.4% |
| Commission | $12,600 |
Payment Timing
When Commissions Are Paid
| Event | Payment Timing |
|---|---|
| Deal booked | 50% paid in next pay cycle |
| Customer invoice paid | Remaining 50% paid in next pay cycle |
| Multi-year prepay | 100% paid upon booking |
| Services delivered | Paid upon project completion/acceptance |
Clawback Provisions
- Customer cancellation within 6 months: 100% clawback
- Customer cancellation 6-12 months: 50% clawback
- Significant downsell within 12 months: Pro-rata clawback on reduced ARR
- Non-payment by customer: Commission held until payment received
Quota Relief Provisions
When Quota Relief May Apply
- Extended leave (medical, parental) - Pro-rata relief
- Territory change mid-year - Adjusted quota
- Major account bankruptcy - Case-by-case review
- Product launch delays affecting pipeline - CRO discretion
Requesting Quota Relief
- Discuss with direct manager
- Manager submits request to Sales Ops
- Sales Ops reviews with Finance
- VP approval required for any relief
- CRO approval for relief >15%
Resources
Contacts
For compensation questions, contact:
- Commission inquiries: commissions@nice.com
- Plan questions: Your Sales Manager or HR Business Partner
- Payment issues: payroll@nice.com
- Disputes: comp-disputes@nice.com
Last updated: January 2025. This is a summary document. Your official compensation plan governs in case of any discrepancy.