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Comp Plan Basics
OTE (On-Target Earnings)
Total pay a rep earns at 100% quota attainment — base plus variable combined.
A $150K OTE role at a 60/40 pay mix breaks down to $90K base + $60K variable.
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More in Comp Plan Basics
- Base Salary
The fixed portion of pay, guaranteed regardless of performance.
- Variable Pay
The performance-tied portion of pay, usually expressed as a commission rate against closed revenue or activity.
- Pay Mix
The ratio of base to variable pay, written as base/variable — e.g. 70/30.