AllProPay - Closer Comp Affordability Calculator

Deal Economics (Per Deal)

Average GPV per Merchant ($/month)

Typical merchant processes $10K-$20K/mo

Residual Rate (basis points - your net)

30 bps = 0.30% of GPV. Your net after processor split.

Activation Bonus ($/deal)

Upfront bonus from processor per activated merchant

Clawback Period (months)

Average Merchant Churn Rate (%/month)

Industry avg 3-5%/mo. Lower for established books.

Closer Performance Assumptions

Expected Deals/Month (new closer)

Realistic ramp: 4-6 in month 1, 8-12 by month 3

Ramp Period (months to full productivity)

Ramp Productivity (% of full output)

50% = they close half their eventual rate during ramp

Shared Opener Cost Per Transfer ($/transfer)

Avg cost to generate 1 qualified transfer to this closer

Closer's Close Rate (%)

Transfers needed = Deals / Close Rate

Revenue per Deal (What You Make)

What You Can Afford to Pay

Cost Stack Per Deal

Your Deal Economics (auto-filled from Model tab)

Run the Model tab first.

Comp Sensitivity

Target Profit Margin After Closer Cost (%)

40% = you want to keep 40% after all costs per deal

Recommended Comp Packages

Loading packages...

Custom Package Builder

Weekly Flat Guarantee ($)

Per-Deal Bonus ($)

Monthly Volume Bonus ($)

Paid if they hit deal target

Residual Share (%)

% of monthly residual from their deals

Fill in values above.

Merchant Services Closer Comp - Industry Research

Based on public job postings, industry forums (MPE, Payments Source, Sales Hacker), and AllProPay context. CAD unless noted.

Entry-Level ISO Closer (Canada)

Draw: $600-$900/week against commission. Per-deal: $50-$100. Total OTE (on-target earnings): $45,000-$65,000/year at 8-12 deals/month. Many ISOs pay draw-only in year 1 with residual share added after 6 months.

Source: Indeed.ca, Glassdoor, direct ISO job posts 2024-2025

Mid-Level ISO Closer (2-4 yrs experience)

Flat or draw: $1,000-$1,500/week. Per-deal: $100-$200. Residual share: 10-20% of their generated book after month 6. OTE: $70,000-$100,000/year. Top performers at major ISOs earning $120K+.

Source: LinkedIn salary data, payments industry recruiter surveys

Sr Closer / Team Lead

Base: $1,500-$2,000/week. Per-deal: $150-$300. Residual share: 15-25%. Some equity or partnership arrangements at smaller ISOs. OTE: $110,000-$160,000+/year.

Source: Direct industry contacts, ISO forums

What Top ISO Closers Actually Want

1. Residual share - this is the big one. A closer who builds a $3K/mo residual book should see some of it. Even 10% = $300/mo passive.
2. Quality leads - they'll take slightly less base if transfers are warm and clean.
3. Fast activation - closers hate when deals sit unactivated. It kills their bonus timing.
4. Transparency on rates - closers need to trust the pricing. Surprise clawbacks are a dealbreaker.
5. Path to growth - team lead role, override on jr closers, etc.

AllProPay Current Closer Situation (Context)

Tammy + Matt both on near-flat pay (~$800/week) with minimal per-deal incentive. This is the core problem - flat pay = no pressure to perform. A new closer hire should have a performance-weighted structure from day 1: smaller flat + meaningful per-deal bonus. Target OTE should be $60K-$80K CAD at goal, achievable at 8-12 deals/month.

AllProPay context from comp analysis

Clawback & Activation Considerations

Standard in the industry: closers share clawback risk. If a merchant activates but churns in 90 days, closer forfeits deal bonus. This aligns incentives - closers should care about deal quality, not just volume. AllProPay's 20 unactivated merchants is partly a symptom of closers getting paid on signed (not activated).

Recommendation: Pay per-deal bonus on ACTIVATION, not on signed. This is the single biggest lever for the activation problem.

What a Great Closer Offer Looks Like for AllProPay

The Recommended Package

$60,000 - $80,000 OTE (CAD)

Weekly guarantee (draw)	$800 - $1,000/week
Per-deal bonus (on activation)	$75 - $100/deal
Volume bonus (10+ deals/month)	$250/month
Residual share after 90 days	10% of their generated book
Clawback provision	60-day merchant activity required

This package is competitive, performance-weighted, and sustainable for AllProPay at 8+ deals/month.

Red Flags in Closer Candidates

Wants guaranteed flat only, no performance component
Can't articulate how IC+ pricing benefits the merchant
No experience with physical terminal deployments (not just gateways)
History of short stints (<6 months) at multiple ISOs (serial job-hopper for sign-on bonuses)
Asks for residual book ownership on day 1 (unrealistic until proven)
No references from openers they've worked with (team dynamics matter)

Green Flags

Can close on IC+ and explain the math to a skeptical merchant
Asks about lead quality and transfer process on first call
Track record at a comparable ISO (not a giant like First Data - different game)
Comfortable with Canadian AND US merchants
Wants residual share because they're confident in their retention (good sign)
Has a process for following up (doesn't rely solely on warm transfers)

Interview Questions

Walk me through how you'd pitch IC+ to a restaurant owner currently on Square.
A merchant is processing $20K/month. They tell you Square is simpler. What do you do?
You get a warm transfer - merchant has been pitched before and hung up. How do you open?
A deal has been signed for 3 weeks with no activation. What do you do?
What does a bad week look like for you, and how do you reset?
What commission structure have you had that made you work hardest? Why?

Trial Structure

Week 1-2: Shadow John and Tammy. Listen to closings. No live transfers yet. Learn AllProPay rate card cold.
Week 3-4: First live transfers with you or Tammy available to jump in. Track every outcome.
Month 2: Solo. Target: 4 deals minimum. Below 2 = serious conversation.
Month 3: Full ramp. Target: 8+ deals/month. At this point, discuss residual share unlock.