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
Defaults reflect mid-market B2B SaaS benchmarks. Adjust to your CRM conversion data.
Reverse funnel output
Work backward from revenue to top-of-funnel volume required.
Monthly run-rate
~1,114 leads · 26 opps · 6 closes
Sensitivity
- +2pt win rate: −7 opps, −279 leads
- +5pt MQL→SQL: −0 opps, −507 leads
Go deeper
Playbooks & expert audits
Extend your calculator results with paid templates or a fixed-price diagnostic. All offers
Fixed-price audit
Pipeline Diagnostic
From $1,500
Expert review of coverage, velocity, and quota math — with prioritized fixes for this quarter.
- Weighted vs raw coverage analysis
- Velocity and funnel gap review
- 30-minute live walkthrough + Loom summary
- Prioritized 90-day pipeline plan
Stack we configure for clients
Tools our squads deploy in client environments. Affiliate disclosure
- ApolloLearn more →
- HubSpotLearn more →
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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