How ElevenLabs Automated Sales Commissions for 250 AEs | Customer Story
“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.”
100%
trust in Qobra from sales reps'
x2
sales motivation
100%
reliable commissions
They switched to Qobra
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.
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.’
Supporting growth with a robust system
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.
A rapidly expanding sales organisation
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.
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.”
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.”
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 organisation, 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.”
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 synchronised 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 specialised 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.”
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.
A drastic reduction in back-and-forth communication
Fewer questions, more autonomy
Thanks to synchronisation 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.”
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 synchronised 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.”
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.’”
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.
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.
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.
Qobra in a few figures
- 350+ client companies (ElevenLabs, SAP, JCDecaux, Go1, Make, CoachHub, Factorial, Doctolib, Boehringer Ingelheim, etc.)
- 30,000+ 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
