Sales engineers sit between sales and engineering. Their comp reflects that - different from AEs but still performance-based.
Typical SE Comp Structure
- Base/Variable Split: Usually 70/30 or 80/20 (more base than AEs)
- OTE Range: $150K-$300K+ depending on seniority and market
- Variable Component: Often tied to team quota, not individual
How SE Commission Works
- Team-based: Commission based on AE team performance
- Deal-based: Bonus per deal supported
- Hybrid: Team quota + individual deal bonuses
- MBO-based: Management objectives (demos, POCs completed)
SE vs AE Comp Trade-offs
- Lower ceiling: SEs rarely out-earn top AEs
- Higher floor: More base means more stability
- Less control: Dependent on AE performance
- Technical growth: Skills stay sharp, more transferable
💡 Pro tip
If you are an SE, understand exactly which deals you get credit for. Some plans only pay on deals you actively worked.
Bottom Line
SE comp is more stable but has lower upside. Great for technical folks who want sales exposure without full quota pressure.
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