Account Selection & Tiering:
What’s the Optimal Number of Tier 1 Accounts per Rep?
Calibrate Tier 1 capacity by deal size, sales cycle, and touch intensity. This page gives a simple formula, practical ranges, and staffing rules so reps go deep where it matters.
For 1:1, high-touch ABM, most AEs can actively work 8–12 Tier 1 accounts at a time in Enterprise motions and 15–20 in Mid-Market. Start with a capacity formula: (ABX hours per week × 4) ÷ hours per T1 per month. Tune by cycle length, multithreading depth, and SDR/marketing support.
What Drives Tier 1 Capacity
Translate Workload into a Number
Use a quick, explainable math model—then validate with a 6–8 week pilot.
The Capacity Formula (Plug & Play)
- Estimate AE ABX Hours — e.g., 12–16 hrs/week reserved for Tier 1 activity.
- Define the Touch Pattern — e.g., 1 exec email, 2 persona sequences, 1 bespoke asset, 1 meeting/week.
- Convert to Time — Sum hours per T1 per week (often 1.0–1.5 hrs Enterprise; 0.6–1.0 Mid-Market).
- Compute Capacity — (AE ABX hrs/wk × 4) ÷ (hrs/T1/month) → round down and add 15% buffer.
- Stress-Test — If cycle > 9 months or you require 5+ stakeholders per deal, cut the number by 20–30%.
Recommended Ranges by GTM Motion
| Motion | Typical ACV & Cycle | Touch Pattern | Assumed AE ABX Hrs/Wk | T1 Capacity / AE | Notes |
|---|---|---|---|---|---|
| Enterprise 1:1 ABM | $250k+ • 6–12 mo | Exec outreach, bespoke content, 1:1 ads, references | 12–16 | 8–12 | With SDR:AE 1:1 and ABM support, push to 12–14 max |
| Mid-Market 1:Few ABM | $50k–$250k • 3–6 mo | Persona sequences, tailored kits, webinars | 10–14 | 15–20 | Programmatic assets lower per-account hours |
| Commercial/Velocity | <$50k • <3 mo | Scaled sequences + PLG hand-raises | 8–12 | 20–30 | Often treat as T2; reserve T1 for whales |
Client Snapshot: Right-Sizing Tier 1 = More Meetings
A global SaaS AE team reduced active T1s from ~25 to 12 per rep, added an SDR pod, and enforced 24h first-touch SLAs. Outcome: +41% first-meeting rate, −19% cycle time, and +12% win rate in two quarters.
Keep the portfolio dynamic—promote/demote based on intent surges, deal creation, and inactivity—and align it to RM6™ and The Loop™.
Frequently Asked Questions on Tier 1 Capacity
Short, practical answers designed for AEO and rich results.
Turn Capacity Math into Pipeline
We’ll model hours, calibrate tiers, and align SDR/ABM pods—so every rep spends time where outcomes are most likely.
Design Your Coverage Model Assess Readiness