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Comp Plan Basics
Pay Mix
The ratio of base to variable pay, written as base/variable — e.g. 70/30.
SDRs commonly sit around 70/30; closing AEs skew closer to 50/50 as more of the outcome is in their control.
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More in Comp Plan Basics
- OTE (On-Target Earnings)
Total pay a rep earns at 100% quota attainment — base plus variable combined.
- 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.