Strive Pharmacy — 2026 Sales Compensation Plan

Account Executive

Find and activate new clinics. Paid on activation speed, quality, and 90-day retention.

Territory Sales Manager

Grow existing clinic volume. Paid on incremental GP above each clinic's individual baseline.

Partnership Rep

Land high-value org deals. Full signing bonus paid at contract execution (Stream 1) plus a delivered GP milestone once you eclipse $50M (Stream 2).

Management

Multiply team performance. Earns an override on team variable — no personal quota.

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Account Executive

Activation model · Hunters

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Territory Sales Manager

Incremental GP model · Growers

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Partnership

Hunter model · Stream 1 + Stream 2

Activation Bonus

New clinic activation 10 scripts in trailing 60-day window

$250

Velocity kicker Applied to all activations that month

+ see tiers

Velocity Kicker Tiers

Activations / Mo	Kicker	Total / Clinic
< 5	+$0	$250
5 – 7	+$300	$550
8 – 10	+$500	$750
11+	+$750	$1,000

Day-90 Trailing Payment

Clinic still active at day 90 ≥5 scripts in 30-day window centered on day 90

10% of GP

Paid on incremental GP above baseline in the day-90 window. Rewards AEs who protect pricing — discounting early reduces this payment directly.

Self-Gen Activation (AM only)

AM sources net new clinic No AE contact in prior 90 days · same 10-script threshold

$200

Clawback

100% clawback if dark within 6 mo

Going dark defined as 0 orders in 60-day window within 6 months of activation

Full recovery

Day-90 payment if below threshold No additional clawback of activation bonus

Not paid

Commission Structure

Commission rate On incremental GP above each clinic's baseline

10%

Plateau baseline discount Plateau-tagged accounts: baseline set at 85% of trailing avg GP

15% off

Commission floor 3-month trailing average below 10 scripts = $0 · 2 months = drop to CSM

10 scripts

Baseline Mechanics

Baseline at handoff Derived from activation trigger (~5 scripts/mo) — Insufficient Data tag until 4+ months of history

~5 / mo

Rebaseline cadence

Every 6 mo

Growing / flat clinic Baseline fully catches up to trailing 3-mo avg

Full reset

Declining clinic (Trailing avg + prior baseline) ÷ 2

Blended reset

Baseline freeze available under SLA contract — locked at MOQ for full 12-month term. See below.

Commission rates

10%

Bigger accounts earn more naturally — same rate, higher GP. Sr. TSM carries larger legacy accounts.

Management Overrides (Additive)

AE / TSM Manager Direct team variable

10%

AE / TSM Director Full org variable

4%

VP of Sales All AEs + AMs combined

2%

Stream 1 — Upfront Signing Bonus

Signing bonus rate Based on committed monthly MOQ at contract execution

$1 / script / mo

Payment timing Full bonus paid on contract execution — no gates, no tranches

100% at signing

Bonus = MOQ × $1 (e.g., 20,000 script/mo deal = $20,000 total). Paid in full at contract execution. Clawback applies if delivery falls below committed MOQ for 2 consecutive months.

Period	Trigger	Clawback
Months 1–6	2 consecutive months < MOQ	100% recovery
Months 7–12	2 consecutive months < MOQ	50% recovery
After Month 12	CSM handoff	Window closes

Delivery = actual scripts dispensed, sourced from orders_enriched. Clawback mirrors TSM/SLA mechanic — 2 consecutive months below MOQ triggers recovery. CSM handoff at month 12; no ongoing account comp after handoff.

Stream 2 — Delivered GP Milestone Bonus

Threshold to unlock Annual delivered GP across all active deals

$50M GP

Bonus rate (once threshold crossed) Applied to full annual delivered GP — not just the overage

0.1% of GP

Delivered GP = actual scripts dispensed × adj_gross_profit from orders_enriched. Not based on MOQ. At $50M threshold: $50,000 bonus. At $100M: $100,000.

Delivered GP (Annual)	Stream 2 Bonus
Below $50M	$0 (not unlocked)
$50M	$50,000
$75M	$75,000
$100M	$100,000

Ownership & Channel Rules

Telehealth-focused networks Partnerships owns org-level deal relationship

Partnerships

Brick & mortar focused networks AM Leadership owns org-level relationship

AM Leadership

Pricing — with signed deal Below Wayfinder requires Finance approval

Finance approval

SLA Contract Mechanic

Eligibility

≥250 scripts / mo

3-month trailing average

Signing Bonus

$500 per 100 committed scripts

250-script MOQ = $1,250 · 400 = $2,000

Baseline Freeze

MAX(trailing avg, MOQ) · 12 months

Frozen at whichever is higher — prevents sandbagging MOQ below current volume

Renewal Bonus — Month 12

Same MOQ renewed

50% of original

MOQ increase

100% on incremental scripts

MOQ decrease

50% of new amount

Always negotiate highest MOQ — 2-year math always favors the larger commitment

MOQ Miss Clawback

2 consecutive months below MOQ

Mo 1–6: 100% · Mo 7–12: 50%

Contract Term

12 months

Pricing reverts on breach

Management Override Structure — No Personal Quota

AE Mgr

Direct AE team variable

10%

override

AE Dir

All AEs in org

4%

override

TSM Mgr

Direct TSM team

10%

override

TSM Dir

All AMs in org

4%

override

VP Sales

Full field org AE + TSM

2%

override

All overrides are additive — reps receive full earnings. Management cost is borne by Strive. Every layer of leadership earns more automatically when the field has a strong period.

Pricing Authorization Rules — All Channels

AE

Catalog price — default

No ability to discount without AM written approval. AEs do not negotiate pricing independently.

AM

Wayfinder floor without MOQ

Can go below Wayfinder with a signed MOQ. Below-Wayfinder pricing requires Finance approval.

Partnerships

Wayfinder floor without MOQ

Can go below Wayfinder with a signed MOQ. Below-Wayfinder pricing requires Finance approval.

GPO

Wayfinder pricing only — hard floor

No GPO is eligible for pricing below Wayfinder, regardless of channel type, tier, or MOQ commitment. No exceptions.

Actual pricing schedules are maintained separately and subject to change. All exceptions to the above — regardless of channel — require Finance approval before being quoted. AE discounts require AM written sign-off before Finance review.

Account Executive · Hunter Model

Find It. Activate It. Protect It.

You're paid to land net-new clinics, activate them fast, and make sure they stick. Every comp mechanic ties back to speed, quality, and retention.

$250

Base Activation

$1,000

Max / Clinic

10% GP

Day-90 Trailing

Activation Bonus

New clinic activated

10 scripts in trailing 60-day window

$250

Velocity kicker

Applied to all activations that month

+ tiers →

Velocity Kicker Tiers

Activations / Mo	Kicker	Total / Clinic
< 5	+$0	$250
5 – 7	+$300	$550
8 – 10	+$500	$750
11+	+$750	$1,000

Velocity kicker is retroactive — hitting 11 activations in a month means every clinic pays out $1,000. Go for the tier, not just the next clinic.

Day-90 Trailing Payment

Clinic active at day 90

≥5 scripts in 30-day window centered on day 90

10% of GP

Paid on incremental GP above baseline in the day-90 window. Discounting early hurts this payment directly — protect your pricing.

Self-Gen Activation (AM only)

AM sources net-new clinic

No AE contact in prior 90 days · same 10-script threshold

$200

Clawback Rules

Goes dark within 6 months

0 orders in any 60-day window inside 6 months of activation

100% clawback

Day-90 below threshold

No additional clawback on the activation bonus itself

Not paid

The clawback window is 6 months. After that you're safe. The goal is to protect quality — don't activate a clinic that isn't ready.

SLA Opportunity

Clinic eligible for SLA

≥250 scripts/mo trailing 3-month avg

Flag to TSM

SLA signing bonus (TSM earns)

$500 per 100 committed scripts

TSM earns

AEs don't earn the SLA signing bonus directly, but locking in an SLA freezes the clinic's baseline — protecting the day-90 GP calculation on any future activations you hand to TSM.

Pricing Authority

Default

Catalog price

Discounting

Requires AM written approval before Finance review

AM sign-off first

You do not negotiate pricing independently. If a clinic is pushing on price, loop in AM. Discounting without approval can void your day-90 calculation.

Activation Mechanics — How It Works

Activation Trigger

10 scripts

In trailing 60-day window from first fill date

Day-90 Window

30-day window

Centered on day 90 from activation date; ≥5 scripts required

Clawback Period

6 months

100% recovery if clinic goes dark (0 orders in any 60-day window)

Handoff to TSM

1st of next month

Following activation. AE earns day-90 credit through the full gap period.

TSM / Sr. TSM · Growth & Retention Model

Grow the Volume. Protect the Baseline.

You own the clinic relationship after handoff. Paid on incremental GP above each clinic's momentum-adjusted baseline — growing accounts earn on real growth, plateau accounts earn on a retention spread.

10%

GP Commission

15%

Plateau Discount

$200

Self-Gen Bonus

Commission Structure

Commission rate

Single rate — all incremental GP above momentum-adjusted baseline

10%

Plateau baseline discount

Baseline set at 85% of trailing avg GP for Plateau-tagged accounts

15% off

Commission floor

3-month trailing avg below 10 scripts → $0

10 scripts

Self-gen activation

Net-new clinic you sourced — no AE in prior 90 days

$200

Plateau accounts: earn 10% on the 15% spread just for keeping the clinic healthy. Growing accounts: earn on real growth above trailing avg. One rate, momentum-driven.

Baseline Mechanics

Baseline at handoff

Derived from activation trigger (~5 scripts/mo) — Insufficient Data tag until 4+ months of history

~5 / mo

Rebaseline cadence

Every 6 mo

Growing (>+10%)

Baseline = real trailing 3-mo avg GP

Full avg

Plateau (±10%)

Baseline = trailing avg × 85% — synthetic retention spread

85% of avg

Declining (<-10%)

Prior baseline holds — no discount, walk-down via MOQ

Holds

Tag stability buffer

2 consecutive months required before tag change affects baseline

2 months

SLA — Baseline Freeze

Eligibility

≥250 scripts/mo trailing 3-month avg

≥250 / mo

Signing bonus

$500 per 100 committed scripts · 12-month term

$500 / 100 scripts

Baseline freeze

MAX(trailing avg, MOQ) — prevents sandbagging

12 months

SLA locks the baseline for 12 months, giving you earnings predictability. Always negotiate the highest MOQ — 2-year math always favors the larger commitment.

SLA Renewal Bonuses

Same MOQ renewed (Year 2)

50% of original

MOQ increase (any year)

100% on incremental scripts — always paid in full

100% incremental

MOQ decrease

50% of new

MOQ miss clawback (2 consecutive months)

Mo 1–6: full · Mo 7–12: 50%

See note

Pricing Authority

Without MOQ

Wayfinder floor is the minimum

Wayfinder floor

With signed MOQ

Can go below Wayfinder — Finance approval required

Finance approval

AE discounts

Require your written approval before Finance review

TSM must sign off

Key Mechanics at a Glance

Handoff Date

1st of next month

Following AE activation. Baseline clock and TSM commission clock start here.

Baseline Source

60-day trailing avg

At handoff date — ~5 scripts from activation threshold

CSM Bucket Trigger

2 consecutive months below 10-script trailing avg

Early warning alert issued after 1st miss month — TSM's final window before transfer

SLA Clawback

2 consecutive misses

Mo 1–6: 100% · Mo 7–12: 50% · Pricing reverts on breach

Partnerships · Hunter Model

Land the Deal. Deliver the Volume. Eclipse the Milestone.

You close org-level telehealth deals at scale. Full signing bonus paid the moment you execute the contract (Stream 1) plus an annual delivered GP milestone bonus (Stream 2). Bigger deals and higher delivery = bigger checks. CSM handles the account at month 12 — your job is to sign the next one.

$1/script

MOQ Signing Rate

Paid at Signing

100% Upfront

0.1%

Delivered GP Bonus

Stream 1 — Upfront Signing Bonus

Signing bonus rate

Based on committed monthly MOQ at contract execution

$1 / script / mo

Payment timing

Full bonus paid on contract execution — no gates, no tranches

100% at signing

Period	Clawback Trigger	Recovery
Months 1–6	2 consecutive months < MOQ	100%
Months 7–12	2 consecutive months < MOQ	50%
After Month 12	CSM handoff	Window closes

Paid in full at signing. Clawback mirrors the TSM/SLA mechanic — 2 consecutive months below committed MOQ triggers recovery. Negotiate the highest MOQ you can defend — every extra 1,000 committed scripts = $1,000 more at signing.

No renewal — pure hunter model CSM handoff at month 12

Committed MOQ	Total Signing Bonus
5,000 scripts/mo	$5,000
10,000 scripts/mo	$10,000
20,000 scripts/mo	$20,000
50,000 scripts/mo	$50,000

Stream 2 — Delivered GP Milestone Bonus

Threshold to unlock

Annual delivered GP across all active deals

$50M GP

Bonus rate (once threshold crossed)

Applied to full annual delivered GP — not just the overage

0.1% of GP

Delivered GP = actual scripts dispensed × adj_gross_profit. Not based on MOQ commitments — the deal has to actually perform. At $50 GP/script and 80% delivery on a 20K MOQ deal: ~$9.6M delivered GP per deal. Stack 6 such deals and you're past $50M.

Annual Delivered GP	Stream 2 Bonus
Below $50M	$0
$50M	$50,000
$75M	$75,000
$100M	$100,000

Example — Strong Performer Year

12 deals × 20K MOQ × 80% delivery

$355K+ total

Stream 1 — paid at signing

12 × $20,000 = $240K signing bonus (upfront)

$240,000

Stream 2 (at $50 GP/script)

~$115M delivered GP × 0.1%

$115,000

Total: ~$355,000+ variable for a strong year. Signing bonus is paid upfront at contract execution. Clawback applies if delivery falls short — 2 consecutive months below MOQ triggers recovery. Stream 2 rewards a high-performing portfolio.

Channel Ownership Rules

Telehealth-focused org deals

Partnerships owns org-level relationship end-to-end

Partnerships

Brick & mortar networks

AM Leadership owns org-level relationship

AM Leadership

Mixed TH / B&M

Classified by leadership before outreach begins

Leadership call

Pricing — with signed deal

Below Wayfinder requires Finance approval

Finance approval

Account Lifecycle

Deal signed

Full signing bonus paid immediately — 100% at contract execution

Day 0

Clawback window — early period

2 consecutive months < MOQ → 100% recovery

Months 1–6

Clawback window — late period

2 consecutive months < MOQ → 50% recovery

Months 7–12

CSM handoff · clawback window closes

Account transitions to CSM · no further comp or clawback exposure

Month 12

After month 12, the Partnership rep earns no ongoing comp on the account and has no further clawback exposure. The hunter model rewards landing deals and making them deliver — then moving on to the next one.

Key Mechanics at a Glance

Signing Bonus Rate

$1 / script / mo

Applied to committed monthly MOQ at signing. 100% paid at contract execution — no tranches.

Clawback Window

12 months

2 consecutive months below MOQ triggers recovery. 100% in months 1–6; 50% in months 7–12.

GP Milestone

$50M threshold

0.1% of all annual delivered GP once $50M is crossed. Scales with portfolio.

CSM Handoff

Month 12

Full account transition to CSM. Clawback window closes. No ongoing partnership rep comp after handoff.

Customer Success Manager · Retention + Reactivation Model

Retain the Portfolio. Rescue What Falls.

You're paid to keep your managed clinic portfolio active — month over month, across the whole book. Reactivations are a bonus on top. Higher retention rate = higher rate per active clinic.

$40

Max / Active Clinic

90%+

Top Tier

$100

Reactivation Bonus

Monthly Retention Bonus

What counts as active

≥1 Rx fill placed in the calendar month

≥1 fill

Retention rate

Active clinics ÷ total portfolio · measured last biz day of month

Active ÷ Total

Min portfolio to qualify

Prevents gaming with artificially small books

10 clinics

Retention Tiers

Monthly Retention Rate	Bonus / Active Clinic
< 70%	$0 — no bonus
70% – 79%	$15
80% – 89%	$25
≥ 90%	$40

The rate scales with the tier — not just a higher total, but a higher rate on every active clinic. On a 40-clinic book: 89% retention = $875/mo · 90% retention = $1,480/mo. One clinic is worth $605/month at the boundary.

Reactivation Bonus (Additive)

Clinic returned to TSM ownership

≥10 scripts in trailing 60-day window at time of transfer

$100 / clinic

Relationship to retention bonus

Paid in addition to — not instead of — retention earnings

Additive

Effect on portfolio denominator

Reactivated clinic exits the portfolio the following month

Denominator shrinks

Reactivations help retention rate — the clinic was presumably active before transfer, and exiting the portfolio removes one potential miss from future calculations. There's no penalty for successful reactivations.

Portfolio Entry & Exits

Enters CSM bucket

2 consecutive months below 10-script trailing 3-mo avg

→ CSM

AM early warning

Alert after 1st miss month — TSM's last window before 2nd miss triggers transfer

Auto alert

Exits via reactivation

10 scripts → transfer to TSM · $100 bonus

→ AM

Exits via confirmed churn

Tracked but not financially penalized in bonus calculation

Tracked

Annual Earnings Examples

Strong — 40 clinics · 92% retention

37 active × $40 × 12 months

$17,760

8 reactivations × $100

$800

Total variable

$18,560

Average — 30 clinics · 82% retention

25 active × $25 × 12 months

$7,500

4 reactivations × $100

$400

Below floor — 25 clinics · 65% retention

Retention bonus

$0

Reactivations only

≤$200

Key Mechanics at a Glance

Retention Measured

Monthly

Last business day of each month. Active = ≥1 Rx fill in the calendar month.

Top-Tier Jump

89% → 90%

On a 40-clinic book: one clinic crossing this line is worth $605/month.

Reactivation Threshold

10 scripts

≥10 scripts in trailing 60-day window. $100 bonus additive on retention earnings.

Portfolio Min

10 clinics

Retention bonus requires at least 10 clinics in portfolio to qualify.