How to pay your sales reps: OTE benchmarks, commission structures, base/variable splits, and comp plan design for startups.
Structure your startup's sales commission plan with this data-backed guide. Base/variable splits, commission rates, accelerators, and the most common mistakes.
16 December 2025
AwarenessOTE (On-Target Earnings) is the total annual compensation a sales rep earns when they hit 100% of their quota. It combines base salary plus variable pay...
12 February 2026
AwarenessThe best sales commission structure for B2B companies is a 50/50 base-to-variable split with tiered accelerators above 100% quota attainment. This model...
29 December 2025
EvaluationFirst sales hire compensation: $75K-$120K OTE with 50/50 split is standard. See exact benchmarks by role, stage, and how to structure base + commission.
5 November 2025
AwarenessA draw is a guaranteed minimum payment advanced against future commissions, while commission is variable pay earned from closed deals. Non-recoverable...
17 October 2025
AwarenessThe average B2B Account Executive earns $95,000 OTE with a 50/50 base-to-variable split (Bridge Group 2024). However, compensation varies significantly...
11 January 2026
AwarenessAn effective sales incentive plan combines a competitive base salary (50% of OTE), commission with accelerators above quota, and quarterly SPIFs aligned...
15 November 2025
AwarenessThe commission-only closer vs salary question is the wrong question.
8 October 2025
Awarenesswhat revenue infrastructure are you building around this person?
28 January 2026