How ElevenLabs Automated Sales Commissions for 250 AEs — Customer Story

At ElevenLabs, variable compensation plays a central role in sales dynamics. Commissions represent a significant portion of the sales teams' compensation and are a direct driver of global revenue generation.

In a context of strong growth, it is essential that commissions are:

• Reliable
• Transparent
• Accessible in real time
• Easy to administer

Before Qobra, ElevenLabs managed its commissions via Excel. This was a manual system that was time-consuming and prone to errors.

This case study illustrates how ElevenLabs transformed its commission process into a driver of performance and motivation.

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Context: supporting growth with a robust system

A rapidly expanding sales organization

At ElevenLabs, sales teams work with data from multiple sources (including BigQuery and Salesforce). Calculating commissions required:

• Data extraction
• Manual manipulation
• Validation with managers
• Numerous cross-checks

As the company grew, this model became difficult to maintain.

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Challenges encountered before Qobra

Manual and inefficient management

The process relied entirely on Excel.

"Before Qobra, it was all through spreadsheet. I would pull data from BigQuery, manipulate the data, and then pull it out, get confirmation from our sales lead."

Jessica Ho, RevOps Manager at ElevenLabs

In practical terms, this involved:

• Extracting data from BigQuery
• Manual manipulation
• Re-exporting and verification
• Confirmation with sales managers

Each step introduced additional complexity.

Human error and unreliability

Excel is not designed as a large-scale commission management platform.

"Excel is not a platform in order to really see good commission. Humans make errors and that's a problem."

Jessica Ho, RevOps Manager at ElevenLabs

The risks:

• Formula errors
• Incorrect data manipulation
• Inconsistencies in calculations

In a subject as sensitive as compensation, the slightest error can impact team confidence.

Time wasted on administrative tasks

Sales reps had to:

• Manually check their opportunities
• Ensure that each deal was correctly recorded
• Check the amounts

This time spent checking commissions was time not spent on sales.

In a performance-oriented organization, this loss of productivity was becoming problematic.

"A sales rep works really hard on closing a deal and then for them to have to go back and make sure that every single opportunity is in Excel is a waste of a sales rep's time."

Jessica Ho, RevOps Manager at ElevenLabs

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Deploying Qobra: simplicity, automation, and autonomy

Simplified and automated management

With Qobra, compensation plans are defined in advance.

Once configured:

• Calculations are automatic
• Data is synchronized with Salesforce
• Updates are continuous

Commission management no longer relies on manual manipulation.

Fast and intuitive implementation

One of the key criteria for ElevenLabs was ease of deployment.

Qobra enabled:

• Rapid implementation
• Immediate familiarity
• An intuitive interface

The tool retains a familiar logic for users accustomed to Excel, while providing the robustness of a specialized platform.

Even when teams change, the configuration remains understandable and easily transferable.

"The tooling is very simple. It's almost like Excel. You can see where the variables are coming from. So it was very easy and quick for our team."

Margaret McCarthy, GTM at ElevenLabs

A user experience designed for salespeople

For sales teams, simplicity is essential.

With Qobra:

• The interface is clear
• Access is direct
• Understanding is immediate

Sales reps don't need complex training to use the tool.

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A drastic reduction in back-and-forth communication

Fewer questions, more autonomy

Thanks to synchronization with Salesforce and complete visibility in the tool:

• AEs and SDRs can consult their data directly
• Calculation rules are accessible
• Internal FAQs facilitate autonomy

Requests to RevOps have decreased significantly.

Teams save valuable time.

"I don't really have those back and forth with AEs anymore or SDRs because we do have visibility and it syncs directly with Salesforce. There's not really any questions that come my way."

Jessica Ho, RevOps Manager at ElevenLabs

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Real-time visibility and transparency

Understand each commission precisely

Sales reps can see:

• Their variable compensation in real time
• The opportunities taken into account
• Details of synchronized transactions

If there are questions about a specific deal, verification is immediate.

Transparency is total.

"What's really great is now we just set up our comp plans at the beginning of the year. Our AEs, SDRs now have live visibility into what their comp is and which opportunities roll up to that commission."

Jessica Ho, RevOps Manager at ElevenLabs

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A direct lever for motivation and performance

Instant gratification

Compensation becomes concrete and immediate.

When a deal is signed, the sales rep can instantly see:

• The amount generated
• The impact on their variable compensation
• Progress towards their goals

This instant gratification reinforces commitment.

"There's nothing better than closing a deal and being like, 'Oh my god, I just made $5,000.' When you see all the amazing money you're making, you're like, 'Hell yeah. Let's go.'"

Margaret McCarthy, GTM at ElevenLabs

A direct correlation between visibility and performance

Salespeople's motivation is strongly linked to the clarity of their compensation.

With Qobra:

• Goals are visible
• Earnings are measurable
• Efforts are immediately rewarded

Commission is no longer an abstract calculation at the end of the quarter, but a daily driver of performance.

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Strategic benefits for ElevenLabs

Secure and reliable commission

No more reliance on Excel spreadsheets.

Free up time for sales and RevOps teams

Administrative tasks are reduced to a minimum.

Offer total transparency

Every sales rep understands exactly how their compensation is calculated.

Boost motivation and outperformance

Real-time visibility strengthens commitment and sales energy.

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Conclusion: transforming compensation into a growth accelerator

The ElevenLabs case shows that an Excel system quickly reaches its limits:

• Manual process
• Risk of errors
• Administrative burden
• Lack of visibility

With Qobra, ElevenLabs benefits from a system that is:

• Accurate
• Automated
• Transparent
• Intuitive

Variable compensation becomes a real performance driver, perfectly aligned with the company's international ambitions.

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Qobra in a few figures

• More than 250 client companies (ElevenLabs, SAP, JCDecaux, Go1, Make, CoachHub, Factorial, Doctolib, Boehringer Ingelheim, etc.)
• More than 20,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
• International presence: United States, United Kingdom, Canada, Mexico, France, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic