{
  "version": "1.16.0",
  "releasedAt": "2026-09-07",
  "kpi": {
    "rogueId": "finance.sales_payroll",
    "slug": "sales_payroll",
    "domain": "finance",
    "defaultLabel": "Sales Payroll",
    "description": "Fully-loaded base compensation for account executives, SDRs, and sales leadership for the period. Excludes commissions, which are tracked separately because they scale with bookings.",
    "fieldType": "currency",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Finance"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null,
      "authorityLevel": "imboard-editorial"
    },
    "formula": "Fully-loaded sales base personnel cost for the period (excl. commissions).",
    "whyItMatters": "The fixed component of go-to-market cost; pairs with commissions for full sales cost.",
    "interpretationGuidance": "Read with bookings to gauge sales efficiency; keep separate from variable commissions.",
    "relatedKpiIds": [
      "finance.total_sm",
      "finance.sales_commissions"
    ],
    "calculationPolicy": {
      "inclusionRules": [
        "Fully-loaded BASE compensation for account executives, SDRs, and sales leadership (employees), excluding commissions."
      ],
      "exclusionRules": [
        "Variable commissions — those are finance.sales_commissions, kept separate because they scale with bookings.",
        "Marketing staff (finance.marketing_payroll) and customer-success staff (finance.cs_payroll)."
      ],
      "requiredInputs": [
        "Sales roster with fully-loaded base cost.",
        "A clean split of base vs variable compensation."
      ],
      "edgeCases": [
        "A guaranteed draw is base-like; earned commission above the draw belongs in finance.sales_commissions.",
        "Ramp/guarantee comp for new reps sits in base until commissions are earned."
      ],
      "validationChecks": [
        "Pairs with finance.sales_commissions for full sales cost; rolls into finance.total_sm."
      ],
      "commonMiscomputations": [
        "Bundling commissions into base payroll — hides the bookings-linked variable component and distorts the fixed-vs-variable view of CAC."
      ]
    },
    "metricBasis": {
      "timeBasis": "period_flow",
      "production": "primary"
    }
  }
}