What is reverse funnel math?

Start with a revenue target and divide backward through win rate and stage conversion rates to find how many leads, MQLs, SQLs, and opportunities you need at the top of the funnel.

What conversion rates should I use?

Use your CRM trailing 90-day averages. Mid-market B2B SaaS defaults are roughly 18% lead→MQL, 28% MQL→SQL, and 45% SQL→opp — adjust to your motion.

Who uses a quota reverse calculator?

Founders planning first GTM hires, RevOps leaders building capacity models, and VP Sales validating whether pipeline targets are mathematically achievable.

When should I hire an embedded squad vs SDRs?

If reverse funnel math shows you need pipeline this quarter and SDR ramp is 3–6 months, embedded squads with 48-hour kickoff often close the gap faster — model cost in the GTM ROI calculator.

Quota Reverse

Quota Reverse Calculator

Work backward from your revenue target to the funnel volume you need — with monthly run-rates and conversion sensitivity.

Revenue & funnel inputs

Quarterly revenue target (USD)ACV / average deal size (USD)Win rate (%)Lead → MQL (%)MQL → SQL (%)SQL → Opportunity (%)

Defaults reflect mid-market B2B SaaS benchmarks. Adjust to your CRM conversion data.

Preview — priority items

Closed deals needed: 17
Opportunities needed: 76
Top-of-funnel leads: 3,341

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Methodology

Closed deals = revenue ÷ ACV. Each upstream stage divides by its conversion rate. Sensitivity rows show how small conversion improvements reduce top-of-funnel burden. Cross-check capacity with the pipeline coverage calculator and cost with the GTM ROI calculator.

What is reverse funnel math?: Start with a revenue target and divide backward through win rate and stage conversion rates to find how many leads, MQLs, SQLs, and opportunities you need at the top of the funnel.
What conversion rates should I use?: Use your CRM trailing 90-day averages. Mid-market B2B SaaS defaults are roughly 18% lead→MQL, 28% MQL→SQL, and 45% SQL→opp — adjust to your motion.
Who uses a quota reverse calculator?: Founders planning first GTM hires, RevOps leaders building capacity models, and VP Sales validating whether pipeline targets are mathematically achievable.
When should I hire an embedded squad vs SDRs?: If reverse funnel math shows you need pipeline this quarter and SDR ramp is 3–6 months, embedded squads with 48-hour kickoff often close the gap faster — model cost in the GTM ROI calculator.

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