New ARR per GTM FTE calculator · Premium · v1
New ARR per GTM FTE Calculator
Net new ARR created per GTM headcount.
Measure net new ARR created per go-to-market full-time equivalent.
Built for CEO, CRO, CFO
What is New ARR per GTM FTE?
New ARR per GTM FTE divides net new ARR in a period by the number of go-to-market full-time equivalents (sales, SDR, marketing, and RevOps roles tied to revenue creation). It is a headcount productivity lens for boards comparing ARR output to team scale.
Formula
Version v1. See methodology and the public formula repo for sources and change history.
Worked example
Using the default example inputs (Net new ARR: $1,200,000; GTM FTEs: 12), New ARR per GTM FTE equals $100,000 (New ARR per GTM FTE). Higher new ARR per GTM FTE indicates a more productive go-to-market organization; compare trends quarter over quarter rather than a single threshold.
What good looks like
Directional benchmarks vary by ACV, motion, and stage. Very low output per FTE often precedes a hiring pause or motion redesign. Trend the ratio quarterly and read it beside magic number and pipeline coverage, not in isolation.
Directional guidance only, not a cohort benchmark claim. Premium cohort bands appear when sample thresholds are met for your profile.
FAQ
- What is New ARR per GTM FTE?
- New ARR per GTM FTE divides net new ARR in a period by the number of go-to-market full-time equivalents (sales, SDR, marketing, and RevOps roles tied to revenue creation). It is a headcount productivity lens for boards comparing ARR output to team scale.
- What is the New ARR per GTM FTE formula?
- New ARR per GTM FTE = Net new ARR / GTM FTEs
- Who counts as a GTM FTE?
- Include quota-carrying reps, SDRs, field marketing, demand gen, and RevOps directly supporting pipeline and close. Exclude pure product, engineering, and CS unless they are measured on new-logo ARR.
- Net new ARR vs gross new ARR?
- Use net new ARR (new plus expansion minus churn and contraction) so productivity reflects durable ARR creation, not bookings that retention later reverses.
- New ARR per FTE vs magic number?
- Magic number divides ARR by S&M spend; this metric divides ARR by people. Pair them when debating whether to add headcount or reallocate budget.
Interactive calculator
Premium RevOps suite
New ARR per GTM FTE is part of the Premium RevOps suite
Use it alongside board-ready packs, cohort benchmarks, and CSV-imported metric snapshots when you present to investors or your board.
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Hashed magic links · MFA available · CSV import for board metrics