Your ACV isn't just a number—it's a signal of your market position, sales motion efficiency, and growth ceiling.
B2B SaaS Average Contract Value (ACV) benchmarks vary dramatically by segment: Horizontal SaaS median $8K-$15K, Vertical SaaS $25K-$50K, Infrastructure/DevOps $50K-$150K, Enterprise Security $100K-$300K. ACV typically grows 15-25% annually as companies mature and move upmarket. Early-stage (<$5M ARR) median: $12K. Growth-stage ($10M-$50M ARR) median: $35K. Source: Optifai Sales Ops Benchmark 2025 (N=739 companies with ACV data).
📊 Calculate your sales capacity
Take any deal to get traction. ACV doesn't matter yet.
First signs of ACV segmentation. SMB vs MM emerges.
Deliberate move upmarket. Enterprise pilot programs begin.
Enterprise becomes a real segment. Specialized sales teams.
ACV ceiling defined by product category, not sales motion.
Almost every SaaS company we've studied shows the same pattern: ACV rises 15-25% year-over-year, even without deliberate upmarket strategy. Why?
Our take: ACV creep is natural and usually healthy. The danger is when it happens unintentionally. Know your target ACV, measure it monthly, and make upmarket moves deliberate, not accidental.
| ACV Range | Sales Motion | Typical CAC | Payback |
|---|---|---|---|
| <$5K | 100% self-serve, no sales touch | $200-$500 | 1-3 months |
| $5K-$15K | Product-led + inside sales assist | $2K-$5K | 3-6 months |
| $15K-$50K | Inside sales, SDR-generated pipeline | $8K-$15K | 6-12 months |
| $50K-$150K | Field sales, solution selling | $20K-$40K | 12-18 months |
| >$150K | Enterprise, named accounts, multi-threading | $50K-$100K+ | 18-24 months |
CAC payback assumes 80% gross margin. Actual payback varies by churn rate and expansion revenue.
Small team? Detect signals, auto-act, zero missed deals.
Turn intent into action before competitors even notice.
Optifai helps you optimize rep capacity, quota attainment, and pipeline coverage based on your actual deal sizes—not generic benchmarks.
Data last updated: November 25, 2025
Impacted metrics:
Regularly updated with latest industry data