Tech sales offers some of the highest earning potential in the industry. Top performers regularly earn $200k+ through commission.
| Role | Entry Level | Mid Level | Senior |
|---|---|---|---|
| SDR/BDR | $50k–$70k OTE | $70k–$90k OTE | N/A |
| Account Executive | $80k–$120k OTE | $120k–$200k OTE | $200k–$350k OTE |
| Sales Engineer | $80k–$110k | $115k–$165k | $170k–$240k |
| Sales Manager | N/A | $130k–$180k OTE | $180k–$280k OTE |
| VP of Sales | N/A | N/A | $250k–$500k+ OTE |
OTE stands for On-Target Earnings — the total compensation you'd receive if you hit 100% of your quota. It includes your base salary plus the commission you'd earn at full quota attainment. For example, a $160k OTE job might have a $80k base and $80k variable compensation. Top performers often earn 120–150% of OTE by exceeding quota.
SaaS Account Executive salaries vary by market segment: SMB AEs typically earn $80k–$130k OTE, mid-market AEs $120k–$200k OTE, and enterprise AEs $200k–$400k+ OTE. The highest-paying AE roles are at companies like Snowflake, Databricks, Salesforce, and cybersecurity vendors targeting large enterprises.
A typical SaaS sales career path: SDR/BDR (0–2 years) → Account Executive, SMB (1–3 years) → Account Executive, Mid-Market or Enterprise (2–5 years) → Senior AE or Team Lead → Sales Manager → Director of Sales → VP of Sales → CRO. The fastest progressions happen at high-growth companies where teams are doubling annually.
No. Sales is one of the most merit-based fields in tech — results speak louder than credentials. Many top-performing AEs never finished college. What employers care about: communication skills, resilience, curiosity about the customer's problem, and the ability to consistently hit quota. Coachability and drive matter more than any diploma.
Base salary is the fixed amount you receive regardless of performance — it covers your cost of living. Variable/commission is what you earn based on hitting your sales targets. The base-to-variable split in SaaS typically ranges from 50/50 to 70/30. Higher-risk roles (startup, outbound-heavy) often have lower base and higher variable potential.