Quick comparison (illustrative patterns)
These are common design patterns, not averages you should expect to earn.
- SDR / BDR — more base-heavy; variable often tied to meetings or qualified pipeline, not full ACV.
- Account Executive (AE) — often near 50/50 OTE mix; quota on closed-won; accelerators above 100%.
- Sales Engineer (SE) — base-heavier than AE; variable may be team/deal splits or MBO-style.
- CSM / Account Manager — renewals, expansion, NRR; mix often more base than pure new-business AE.
- Manager — override on team results + personal goals; not a simple individual rate.
SDR / BDR
Focus is pipeline creation. Commission may pay per qualified meeting, SQL, or a small % of sourced pipeline that closes later. When evaluating offers, ask:
- What counts as a qualified meeting?
- Is pay capped per month?
- Do you get credit if AE closes 6 months later?
Model cash with the OTE calculator using realistic hit rates, not 100% every month.
Account Executive (AE)
Core new-business closer. Plans often include:
- Base + variable at a stated OTE
- Quota (monthly/quarterly/annual)
- Accelerators above quota
- Occasional SPIFFs for products or periods
Always confirm whether rate applies to bookings, revenue, or margin — that single word changes everything.
Sales Engineer (SE)
Technical win support. Variable might be:
- Share of AE deal pool (AE/SE split calculator)
- Team attainment bonus
- MBOs (certifications, demo quality, enablement)
Compare total OTE and how often splits actually hit, not the AE’s headline rate.
CSM / AM
Success and expansion roles may pay on:
- Gross retention / net revenue retention
- Upsell and cross-sell
- Logo retention bonuses
Residual-like streams appear in some industries — see residual commission.
How to use this with the calculators
- Write your base, variable, and quota from the offer letter.
- Run OTE at 70 / 100 / 120% attainment.
- If the plan has overachievement boosts, run Accelerator.
- If SE/CSM share deals, run AE/SE split.
- Compare two offers on Pay mix.
Related guides
OTE explained Accelerators Tiered rates Full calculator suite
FAQ
What is a good commission rate for sales?
There is no single good rate. Deal size, sales cycle, base salary, and quota difficulty matter more than the headline %.
Are these numbers from a 2026 salary survey?
No. This is an educational structure guide. For market data, use reputable comp surveys and multiple offers.
Should I negotiate base or OTE?
Negotiate both — and quota realism. A high OTE with an impossible quota is a low effective wage.