Last updated: March 2025

Goal of this comp plan

The goal of this bonus compensation is to reward AMs based on short-medium term results. Aligning AMs with long-term company incentives is achieved through the grant of options.

The components of your bonus compensation

1. 80% of your on target earnings will be based on expansion revenue added, where you’ve been directly owning that expansion:

AM commission rates

1. 20% of your on target earnings will be paid quarterly and is based on us hitting our company’s quarterly NDR targets, as outlined in the Team Target portion of the CSM comp plan

What is included in when calculating commission using the above rates?

• 10% of any standard non-recurring services sold (additional onboarding for new use cases, training fees, etc.)
• Examples of how this comes to life:
  • additional year kicker works: First year recurring revenue, plus 1% kicker for each additional year e.g. 24 month term is 11% of first year
  • For mid-contract upsells, this will be calculated as 10% of 12 months worth of MRR e.g if the upsell is worth $100 a month to Juro you will receive $120.
  • For upsells at renewal, this will also be calculated as 10% of the annual value of the upsell only (existing ARR is not included). An additional 1% will be added for every 12 month period that is locked into the renewal agreement beyond the standard 12 months. e.g if, at renewal, a 12 month agreement is signed with an upsell worth $100 a month to Juro you will receive $120. However, if, at renewal, a 24 month agreement is signed with an upsell worth $100 a month to Juro you will receive $132.

Targets

Are set with your manager at the beginning of a quarter. These are set allowing for your stage in ramp, experience level and past performance.

When is commission paid?

• Commission will be paid following receipt of cash - meaning if its an annual deal and the customer has paid their first Juro invoice (billed annually unless approved by CRO), you will receive your commission as part of the first available payroll month thereafter
• To encourage annual upfront payments, we are proposing commission adjustments based on billing frequency.
• For non-annual deals, commission payouts would be tied directly to customer payments received.
• This ensures commissions align with actual cash inflows.

Example in Feb-26 - Justthenetwork.com payment received $8k Commissions paid to AE £3.5k

Deals over the last 12 months payment schedule

221 - Annual

29 - Bi-annual

7 - Quarterly

1 - Monthly

Multi-Year Deal Payment Incentives & Payout Timing

Updated Accelerator Payments

• ⏳ Timing: Paid 2 months after the sales month-end (Example: Q2 payment in September, Q3 payment in December)

• 💰 Payment Condition: Accelerators are only paid if all invoices have been paid — no true-up will be completed later.

• 📋 Finance Action: Finance to send over a list of outstanding invoices in early September.

• ✅ Other Commissions: All other commission payments will be made as usual.

• To help with visibility into the cash collection process, as the opportunity owner on the deal, you will be copied into our finance led cash collection efforts

• The accuracy of the billing contact in the order form plays a key role to us getting you paid asap - this should be added pre-signature or worst case asked for immediately after the customer signs via our champion

• 40 days following the invoice date if no money has been paid, we may leverage your customer relationship to ensure this is quickly resolved and you can be promptly paid

• Finance will share a monthly report which will detail cash collected 48 hours before payroll is finalised, with payroll typically being finalised on the 25th day of any given month

What process to the finance team follow to work out commission payments?

1. After month end, the finance team pull data from Salesforce report (link) with the details of all opportunities with a closed won date of last month. This report includes new business, expansion and renewal opportunities that include an upsell.
2. The data is then added to the ‘Data’ tab in the Commission Calculator sheet (link). Data should be added below the existing set rather than replacing it.
3. The finance team will add an invoice number to each opportunity in the list. This is the number of the invoice upon payment of which, commission can be paid out to an AE or AM.
4. On 24th of each month, the finance team will pull a report from Netsuite showing the status of all invoices. Commission will be paid out on any opportunities where the related invoice has been paid between the 24th of the previous month and the 23rd of the current month.
5. A breakdown of commission that is going to be paid in a particular month is recorded on on on the monthly tabs in the Commission Calculator. This will be shared with AEs and AMs before payroll.
6. There is also a list of opportunities that have not yet paid by going to the ‘Not Paid’ tab. This is so help AEs and AMs work out whether they should get in contact with a customer.