// Sales
OTE
Also known as On-Target Earnings
On-Target Earnings, total comp a rep earns at 100% quota attainment (base + variable).
In depth
Standard splits: AE 50/50 base/variable, SDR 70/30, CSM 80/20. OTE is quoted at plan; over-attainment via accelerators can push actual earnings 1.5–3x above OTE for top performers.
Related terms
Quota
The annualised bookings or ARR target a rep is expected to deliver, the number their comp is built around.
Accelerator
A comp-plan multiplier that pays a higher commission rate on bookings above quota.
Comp Plan
The written document governing how a rep is paid, base, variable, rate, accelerators, SPIFFs and clawbacks.