How deal splits usually work
First, a pool is created (deal size × commission rate, or a fixed SPIFF-style pool). Then percentages assign who gets what. Splits should total 100% unless the plan defines a leftover rule.
Common AE / SE patterns
- 70/30 or 80/20 AE/SE on technical enterprise deals.
- CSM share when post-sale expansion was part of the close.
- Manager override — a separate % of the pool or of team bookings (plan-specific).
What to confirm in writing
- Is the rate on ACV, TCV, first-year revenue, or gross margin?
- Who owns multi-threading credit if two AEs touched the account?
- What if the SE only joins for demos vs full solution design?
- Are channel or partner deals split differently?
Related tools
Full suite split + 100% check Simple commission SPIFF guide
FAQ
Who decides the AE/SE split?
Usually RevOps/comp plan policy — not ad hoc per deal. Custom splits should be pre-approved.
Can splits exceed 100%?
Not of the same pool without double-paying. If sum ≠ 100%, fix percentages or clarify the plan.