OTE: On-Target Earnings

OTE (On-Target Earnings) is the total annual compensation a salesperson earns when hitting 100% of quota — base salary plus expected commission.

What is OTE?

OTE is the headline number used in sales job listings and comp plan design. The typical split is 50/50 base-to-variable for AEs and 70/30 for SDRs.

Frequently Asked Questions

What does OTE mean?: On-Target Earnings — base salary plus expected commission when hitting 100% of quota.
What is a typical AE OTE?: In US B2B SaaS, $120K–$300K OTE for AEs depending on segment. SMB AEs at the low end, enterprise AEs at the high end.