← Glossary
Comp Plan Basics
Variable Pay
The performance-tied portion of pay, usually expressed as a commission rate against closed revenue or activity.
The $60K variable half of a $150K OTE is what's actually "at risk" — it isn't paid unless the rep sells.
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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.
- Pay Mix
The ratio of base to variable pay, written as base/variable — e.g. 70/30.