Two offers: $80K base with $40K variable, or $60K base with $90K variable. Same OTE. Different risk profiles.
When to Take Higher Base
- New to sales or the industry
- Joining early-stage startup
- Have significant financial obligations
- Long sales cycles
When to Take Higher Variable
- Proven track record of exceeding quota
- Strong product-market fit company
- Territory has existing pipeline
- Uncapped commission with accelerators
💡 Key question
Model your earnings at 70%, 100%, and 150% attainment. The variance tells you more than the target.
Bottom Line
Higher variable = higher upside AND higher downside. Be honest about your risk tolerance.
Track your commission accurately
Stop guessing. Know exactly what you are earning.
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