In short
Tech sales pay changes a lot by role. In the U.S. data we checked from RepVue, the median target pay was $85,000 for an SDR, $275,000 for a sales manager, and $276,000 for an enterprise AE. Target pay is what a plan says you could make if you hit its goal. It is not a promise of what you will take home. Your own pay will depend on the job, company, sales plan, and your results.
On this page
What are base pay and OTE?
Base pay is the fixed part of your salary. OTE means “on-target earnings.” It adds base pay to the bonus or commission you could earn by hitting the plan's goal. If a job has a $60,000 base and $85,000 OTE, $25,000 is target extra pay. Real plans have rules. Read them before you accept a job.
Pay by role in the United States
These numbers are U.S. medians from RepVue pages checked in September 2026. The SDR data came from its January 2026 guide. The other pages had their own dates and may change. A median base and median OTE may come from different people. The data is a guide to the market, not a promise about your first year.
| Role | Median base | Median OTE | What the role does |
|---|---|---|---|
| SDR | Median base$60,000 | Median OTE$85,000 | What the role doesFinds and qualifies possible buyers |
| Small business AE | Median base$73,000 | Median OTE$140,000 | What the role doesCloses smaller new deals |
| Mid-market AE | Median base$95,000 | Median OTE$180,000 | What the role doesSells to growing firms |
| Enterprise AE | Median base$140,000 | Median OTE$276,000 | What the role doesWorks on large, complex deals |
| Account manager | Median base$100,000 | Median OTE$180,000 | What the role doesKeeps and grows current accounts |
| Customer success manager | Median base$105,000 | Median OTE$140,000 | What the role doesHelps clients use and keep the product |
| Sales manager | Median base$150,000 | Median OTE$275,000 | What the role doesLeads and coaches a sales team |
Will you earn the full OTE?
You might earn less or more. RepVue said 57.3% of SDRs in its sample hit quota in its January 2026 guide. That is one data set. It cannot tell you what will happen at a firm you may join. Ask what the team really earned last year, how many people hit goal, how long training lasts, and how your accounts will be picked. Compare the base pay with what you need each month.
Hypothetical example: A job lists a $60,000 base and $85,000 target pay. The fixed part is $60,000. The other $25,000 depends on the pay plan. Before you judge the offer, ask what goal earns that extra pay and what share of the team reached it. This is a made-up example, not a client result.
Which pay should you compare?
Compare jobs that fit your past work. If you are new to sales, look at SDR or BDR roles. If you have closed deals, check AE roles too. If you have kept or grown clients, check account management. If you helped users get results, check customer success. If you led sellers, check sales management. An enterprise AE role may pay more, but it often asks for proof of large, complex deals. Our career guide helps you choose a target.
Sources
RepVue's 2026 Sales Salary Guide gives the SDR base, OTE, and quota figure. Its U.S. role pages list small business AE, mid-market AE, enterprise AE, account manager, customer success manager, and sales manager pay. Check each page for its latest date and method.
Your next step
Start with roles you could make a strong case for, then compare their base pay and target pay. If you want help finding a realistic target role, Tech Sales House can review your past work and help you prepare for the right interviews. Learn how this paid support works and apply for a roadmap call to discuss your options. Salary data does not promise what you will earn.
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