"What's the OTE for this role?" It's the first question every sales rep asks. But OTE only tells part of the story. Let's look at what sales professionals actually take home in 2025.
SDR / BDR Salaries
Entry-level sales development roles are the starting point for most sales careers. Here's what the data shows:
| Experience | Base Salary | OTE | Realistic Take-Home |
|---|---|---|---|
| Entry (0-1 yr) | $45-55K | $65-75K | $55-65K |
| Mid (1-2 yr) | $55-65K | $75-90K | $65-80K |
| Senior (2+ yr) | $65-75K | $90-110K | $80-95K |
The reality: Most SDRs hit about 70-85% of their variable component. If you're consistently hitting 100%+, you should be getting promoted or looking elsewhere.
Account Executive Salaries
AE comp varies dramatically based on deal size and sales cycle:
| Segment | Base Salary | OTE | Top Performer |
|---|---|---|---|
| SMB AE | $60-80K | $100-140K | $150-180K |
| Mid-Market AE | $80-110K | $150-200K | $220-280K |
| Enterprise AE | $120-160K | $250-350K | $400-600K+ |
💰 The top 10% earn 2-3x OTE
In enterprise sales, accelerators kick in hard. A rep at 150% attainment might earn 200%+ of their variable. This is where the real money is made.
How Industry Affects Pay
Not all sales jobs pay equally. Here's how industries stack up:
Highest Paying Industries
- Enterprise SaaS - $200-400K OTE for experienced AEs
- Cybersecurity - Premium pay due to technical complexity
- FinTech - High deal values = high commission potential
- Cloud Infrastructure - AWS/Azure partner sellers do very well
Mid-Range Industries
- MarTech - $120-200K OTE typical for AEs
- HR Tech - Stable, consistent compensation
- Healthcare SaaS - Long cycles but solid pay
Lower End (Still Decent)
- SMB SaaS - Volume-based, lower per-deal earnings
- Staffing / Recruiting - Commission-heavy, volatile
- Traditional industries - Manufacturing, logistics
Location Still Matters (Somewhat)
Remote work has compressed location-based pay differences, but gaps remain:
| Location | Salary Adjustment |
|---|---|
| San Francisco / NYC | +15-25% premium |
| Boston / Seattle / LA | +10-15% premium |
| Austin / Denver / Chicago | Baseline |
| Remote (LCOL) | -5-15% adjustment |
Pro tip: Some companies still pay SF rates for remote workers. Others have location-based bands. Always ask before assuming.
Startup vs. Public Company
Startups (Seed to Series B)
- Lower base salary (10-20% below market)
- Higher variable percentage (50/50 or 60/40)
- Equity that could be worth $0 or $500K+
- Less structured comp plans
- More territory / opportunity
Growth Stage (Series C+)
- Competitive base salary
- More structured comp plans
- Equity with clearer value
- Better enablement / support
Public Companies
- Highest base salaries
- RSUs with real, liquid value
- Most structured (rigid) comp plans
- Smaller territories
- More competition for accounts
🎯 My take
Early career? Go public company for training and stability. Mid-career? Growth stage for the best risk/reward. Senior? Startups if you want equity upside.
What About Commission Caps?
Some companies cap your earnings. Avoid them if you can.
A $200K OTE with accelerators and no cap beats a $220K OTE with a cap at 120% attainment. The math matters when you're crushing it.
Know your exact earnings
Stop guessing what you'll make. Track every deal and see your commission in real time.
Try Comish Free →How to Earn More
- Get promoted within your company - SDR to AE is the biggest jump
- Switch to a higher-paying industry - Cybersecurity and FinTech pay premiums
- Move upmarket - Enterprise pays 2-3x what SMB pays
- Negotiate harder - Base salary, accelerators, territory all matter
- Track your numbers - Hard to ask for more if you don't know what you've earned
Bottom Line
Sales can be incredibly lucrative - top enterprise reps earn more than most executives. But the range is huge. A bottom-quartile SMB rep might make $60K while a top enterprise rep makes $600K.
Know the market rates for your role, industry, and location. Track your performance religiously. And don't be afraid to leave if you're underpaid.