Sales Compensation OTE Mix Calculator 2026
OTE (On-Target Earnings) mix balances retention (high base = low risk) with motivation (high variable = high upside). Standard SaaS AE mix in 2026: 50/50. SDR: 70/30. CRO: 60/40. This tool models the trade-off and computes total payout at various attainment levels.
Standard OTE Mix by Role
Inside-sales SDR: 70/30 (base/variable) — high base because pipeline-creation incentives are messier. AE: 50/50 — pure new-ARR motion. Senior AE / Enterprise AE: 55/45 — slightly higher base for retention. CRO: 60/40 — strategic role with long-cycle outcomes.
Quota Setting Math
Healthy quota = 4-5x OTE for SMB AE, 5-7x for Mid-Market, 7-10x for Enterprise. Below 4x means commissions stay flat even at over-attainment. Above 10x means base feels small vs upside, motivating but risky for retention.
Why Accelerators Matter
Accelerators (1.5-2.5x commission above 100% quota) align rep behavior with company growth. Without accelerators, reps coast after hitting plan. With them, top reps stretch and pull the average attainment up. Most-common 2026 plan: 1.5x to 150% attainment, 2x above.
Source: RepVue 2025 Sales Comp Benchmarks, Pavilion Compensation Index 2025. Last updated: May 2026.