Apply / Commission Structures / Crediting Variants
Overlay (Double Credit)
A specialist or supporting role earns commission on the same deal as the AE - the credit pool exceeds 100%.
Crediting Variants
Intermediate
How it works
An overlay role (sales engineer, specialist, channel manager) earns commission on every supported deal in addition to the closing AE's full credit. Both reps see 100% of the deal in their crediting; total credit pool exceeds 100%. Used to align overlay incentives with closing motion.
Formula
AE_commission = AE_rate x revenue. Overlay_commission = overlay_rate x revenue. Total cost = (AE_rate + overlay_rate) x revenue.
Worked example
Example. A $200K deal. AE earns 10% = $20K. SE overlay earns 3% = $6K. Channel-attached overlay earns another 2% = $4K. Total comp on the deal = $30K.
Pros & cons
Pros
- Aligns overlay incentives with closing motion
- Drives collaboration between roles
- Clear individual line-of-sight
Cons
- Higher total comp cost per deal
- Requires strong rules-of-engagement to define eligibility
Best for
- Solutions engineers / sales engineers
- Channel and partner managers
- Product specialists