Confidential Compensation Proposal
Building the Palantir Practice
AAXIS Deserves
A data-driven compensation framework designed to attract the caliber of seller required to compete against Cognizant, Deloitte, and McKinsey in the Palantir ecosystem.
Executive Summary
The Package at a Glance
A straightforward, performance-aligned structure. No signing bonus. No guarantees. If I produce, we both win. If I don't, the variable stays on the table. This is how you align incentives from day one.
Base Salary
$0K
50% of OTE — standard enterprise split
On-Target Variable
$0K
Earned through closed bookings
Annual Quota
$0.0M
8.6x ratio — within healthy range
Commissions
Uncapped
No ceiling on upside. Ever.
Uncapped commissions means if I close $6M, I earn $350K+ in variable alone. Your cost of sale drops to 5%.
Compensation Logic
Why 8.6x Is the
Right Number
The quota-to-OTE ratio is the single most important number in a compensation plan. Too low and the company overpays. Too high and the seller leaves or burns out. Industry data is clear on where the line sits.
SaaS enterprise standard: 4x-5x ratio. But services margins are lower, so the ratio runs higher.
Professional services range: 6x-8x is healthy. Above 8x is a red flag for complex, new-logo motions with 6+ month cycles.
This proposal at 8.6x sits right at the top of the healthy range — aggressive enough to be capital-efficient, fair enough to retain top talent.
Quota-to-OTE Ratio Benchmarks
Sources: Prospeo 2026 Benchmarks, SalesCompLab, Everstage Enterprise Comp Guide
The Palantir Opportunity
A Market That's Accelerating
Palantir's Q1 2026 earnings confirm the TAM is expanding faster than projected. US commercial revenue grew 133% year-over-year. Net dollar retention hit 150%. The services opportunity is not theoretical — it's happening now.
US Commercial Customers
0
Up 42% YoY — Q1 2026
Net Dollar Retention
0%
Up from 139% in Q4 2025
Remaining Deal Value
$0.0B
Up 98% YoY
US Commercial Rev Growth
0%
Year-over-year, Q1 2026
What this means for AAXIS: 615 US commercial customers, each spending an average of $3.87M annually on the Palantir platform. Even if only 10% of those customers need implementation services, that's a 60+ customer addressable market with $1M+ services potential per engagement. The $3M quota assumes closing just 3 deals.
Return on Investment
AAXIS Gets a 3.5x Return
At a 40-50% gross margin on Palantir services engagements, the math is straightforward. Even at 70% quota attainment, AAXIS is cash-positive on this hire.
Gross profit: $1.2M – $1.5M. Total cost of sale (OTE + travel): ~$400K. Net return: 3.0x – 3.75x.
Gross profit: $1.8M – $2.25M. My total comp: ~$525K. Net return: 3.4x – 4.3x. Your best ROI in the company.
Gross profit: $840K – $1.05M. My total comp: ~$297K. Net return: Still 2.5x+ positive. Even the downside scenario works.
Market Benchmarks
How This Proposal Compares
Every element of this package has been benchmarked against 2026 industry data for enterprise services sellers at comparable firms.
Sources: SalesCompLab 2026, Everstage Enterprise Comp Guide, Apollo.io Commission Rates, Glassdoor, RepVue
Competitive Reality
The Firms You're Competing Against
The ISG Provider Lens 2026 study identified 44 firms in the Palantir ecosystem. AAXIS is entering a market where the competition includes global giants and Palantir-native boutiques founded by ex-Palantirians. This is not a $250K OTE hire.
Cognizant, Deloitte, Accenture, KPMG, PwC, EY, McKinsey, TCS, Wipro, IBM, Infosys, Capgemini
Their sellers earn $300K–$500K+ OTE
Foxtrot, Northslope, 10x Partners, Aplos Innovation, Codestrap, Fourth Age, Proxet
Founded by ex-Palantirians with deep technical credibility
Entering the Palantir ecosystem with enterprise services DNA and existing client relationships — but needs a seller who can compete at this level.
That's what this package is designed to attract
Alignment of Interests
No Guarantees. No Safety Net.
I'm not asking for a signing bonus. I'm not asking for a guaranteed draw. I'm asking for a fair base, a realistic quota, and uncapped upside. That's it. Here's why this structure works better for AAXIS:
Zero downside risk for AAXIS in the variable
If I don't close deals, you pay $175K base — not $350K. The variable component is entirely performance-driven. You only pay when revenue comes in.
Uncapped means I'm incentivized to overperform
Capped plans create a ceiling. Once a seller hits cap, they sandbag deals into the next quarter. Uncapped means every deal I close in December still matters. Your pipeline never stalls.
No guarantee = I'm betting on myself
40% of companies offer ramp guarantees. I'm not asking for one. That should tell you something about my confidence in this motion and my ability to execute.
The math protects both sides
At $3M in bookings, your CCOS is ~12%. At $4.5M, it drops to ~8%. The more I sell, the cheaper I become. That's the definition of aligned incentives.
Unit Economics
Cost of Sale Drops as I Produce
The uncapped structure means AAXIS's cost of sale improves with every dollar I close above quota. This is the opposite of a capped plan, where cost of sale is fixed regardless of performance.
Industry benchmark: Healthy CCOS for B2B services is 8–15%. This proposal starts at the midpoint and improves from there. At 200% attainment, AAXIS is paying just 6 cents on every dollar I bring in.
The Seller Behind the Numbers
20 Years of Proving It
This isn't a theoretical hire. This is someone with two decades of enterprise sales execution, a track record that speaks for itself, and the operational DNA to build a practice — not just carry a bag.
I've been the top performer in every organization I've joined. Not once. Not twice. Consistently, across multiple companies, multiple industries, and multiple economic cycles.
2x
Rookie of the Year
4x
AE of the Year
12x
President's Club
20
Years in Enterprise Sales
2
Companies Founded
AI
Native Builder
Why this matters for AAXIS: Building a Palantir practice from zero requires someone who can sell at the enterprise level, navigate complex technical conversations, and build relationships with C-suite buyers. It also requires someone who understands AI deeply — not as a buzzword, but as a builder. That combination of enterprise sales execution and hands-on AI experience is rare. That's what justifies this package.
The Bottom Line
A Fair Deal That
Rewards Results
$175K base. $175K variable. $3M quota. Uncapped commissions. No guarantees, no signing bonus, no safety net. I eat what I kill, and AAXIS only pays for performance.
AAXIS's Maximum Risk
$175K
Base salary only — if zero deals close
AAXIS's Expected Return
3.5x
On total cost of sale at 100% quota
My Upside
Unlimited
Uncapped commissions — aligned with AAXIS growth