Qobra

What it is

Qobra is a sales commission platform. It pulls closed deals from the CRM, runs each comp plan against them, routes the result through approval, and gives every rep a live statement that shows how each payout was calculated. It was founded in Paris in July 2020 by Antoine Fort, Tanguy Moullec and Axel Poitral, opened a London office in 2024 and its first New York office in September 2026. The vendor it most resembles is CaptivateIQ: a no-code plan builder sold into mid-market SaaS teams leaving spreadsheets. The difference is where it grew up. Qobra’s customer base is European scale-ups such as ElevenLabs, n8n, Make, GoCardless, Contentsquare and incident.io.

In 2026 Qobra rebuilt the product around three agents, included on every plan:

• Architect turns a comp-plan PDF or a plain-language prompt into a live plan, edits several plans with one instruction (add a SPIFF, drop a threshold, change an accelerator), and simulates a new plan against historical payouts before it ships.
• Analyst reconciles commission data across plans, tracks attainment and pay-for-performance, and flags anomalies before payroll.
• Sales Coach answers rep questions such as “what do I earn if this deal closes?” and walks a rep through their own plan logic.

Alongside the agents sits a first-party MCP server that lets Claude, ChatGPT, Gemini or Microsoft Copilot query statements, plans, quotas and attainment, and trigger workflows, under the user’s Qobra permissions. It is off by default and uses OAuth 2.1. Qobra states that nothing is paid out without a human approval step.

Why it shows up in RevOps stacks

• EU data residency is a setting, not a project. Qobra hosts on AWS in Paris (eu-west-3) or US East, runs its AI on Amazon Bedrock inside the customer’s region, and says customer data is not used for training. It holds a SOC 2 Type II report, audited yearly since 2024, and acts as a GDPR processor with a DPA. For a European finance team, commission data, which is payroll data, staying in-region is often the deciding line.
• The HRIS list is built for European payroll. Beyond Workday, HiBob, BambooHR and Rippling, the connector list includes PayFit, Lucca, Factorial, Nibelis, Deel and Remote, tools that US-first vendors usually reach by CSV. CRM coverage spans Salesforce (custom objects included), HubSpot, Dynamics 365, Pipedrive, Zoho, Odoo and Attio. NetSuite handles accruals, and Snowflake, BigQuery and Redshift cover warehouse-fed plans.
• Agent access without building it yourself. Most mid-market ICM vendors expose an API and stop there. A first-party MCP server means a RevOps lead can ask Claude for attainment by segment without exporting a report.

Pricing reality

Nothing is published. Checked 2026-11-03 on qobra.co/pricing: three packages (Core, Advanced, Scale), all quote-only, priced on package and payee count, annual contracts. The packages decide your integration ceiling:

• Core gets you one native CRM integration, live statements and standard approvals.
• Advanced adds ERP, data-warehouse and API connectors, multi-currency and custom workflows.
• Scale adds native HRIS sync, SSO, e-signed commission letters, sandboxes and the full audit trail.

Qobra positions the product for teams with 10 or more people on variable pay, and onboarding is quoted inside the deal rather than as a published fee.

What teams pay has to be inferred. Marketplace listings cite about $39 per user per month as a starting point, which Qobra does not confirm. In a May 2026 interview with Latka, CEO Antoine Fort put revenue at roughly €7M across 250+ customers, an average near €28,000 a year per customer. Budget €15,000-40,000 a year for a 30-100 payee team on Advanced. If you need HRIS sync or SSO, the quote is for Scale.

Best for

RevOps and finance leaders at European or transatlantic B2B companies with 10-300 payees, replacing spreadsheet commissions, who need data kept in the EU, multi-currency plans and a European payroll connector, and who want reps to answer their own “what do I earn” questions.

Not for

Global enterprises running complex multi-entity comp with territory and quota planning on the same platform. That is still Xactly, Varicent and Anaplan territory, the vendors Gartner named Leaders in its July 2026 Magic Quadrant for Sales Performance Management. It is also overkill for a five-rep team on one flat-rate plan, where a spreadsheet or QuotaPath’s published price is cheaper.

Versus the alternatives

• CaptivateIQ is the closest match and a 2026 Gartner Leader. Pick CaptivateIQ when the plan logic is complex, changes monthly, and your comp admin thinks in formulas, or when procurement requires an analyst placement. Pick Qobra when EU hosting and European payroll connectors matter more than modeling depth.
• Xactly and Varicent are the incumbents by installed base. Pick them when comp spans legal entities and statutory reporting, and territory and quota planning are part of the purchase.
• Salesforce Spiff is the fastest-growing entrant on Salesforce distribution. Pick Spiff when the org is Salesforce-native and buying on existing Salesforce paper saves a procurement cycle.
• Everstage competes on the same rep-experience pitch with live pipeline forecasts. Pick Everstage for a US-centric team that wants territory planning and CPQ on the same vendor.
• QuotaPath publishes its rates ($35 per user a month plus a platform fee). Pick it for a small US team that wants to budget without a sales call.

Watch-outs

• Every agent metric is a vendor claim. Qobra cites “3x faster” implementation, “100% accuracy” and “-90% rep requests”, sourced from customer quotes, not audits. Guard: in the trial, hand Architect last year’s comp-plan PDF, then compare its simulated payouts with what you actually paid for one quarter. Any line that differs is the evidence.
• Package gates hide the integrations you need. Core includes one CRM connector. Warehouse, ERP and API sit in Advanced, and HRIS sync and SSO sit in Scale. Guard: list every source system that feeds a payout (CRM, billing, HRIS, warehouse) before the first call, and require the quote to name the package that covers all of them.
• The MCP server widens who can read payroll data. It respects Qobra permissions, but an assistant connected with an admin’s token can answer questions about anyone’s pay. Guard: keep it off until security signs off, connect it with scoped, non-admin accounts, and log MCP queries in the audit trail.
• Data refresh is not instant. A handful of reviewers report HubSpot syncs that lag and commission figures that appear the next day. Guard: during the trial, close a test deal at 5pm on the last day of the month and time when it reaches the statement.
• The company is small relative to the incumbents. At roughly €7M in revenue and about $16M raised (a 2022 seed led by Breega and an October 2023 €10M Series A led by Singular), Qobra is a fraction of CaptivateIQ’s size. Guard: negotiate a data-export clause covering plans, statements and the audit trail in a documented format, so a vendor change does not mean rebuilding history.