Sales careers & hiring
Sales salary and OTE guides
Pay structure guidance is published here. Specific salary figures are only published when we can cite where the number came from and when it was read.
Guides
Salary & OTE guidance
Salary and OTE
OTE explained
What On Target Earnings actually means, how the base and variable split changes the job, and the plan rules that decide what a seller really earns.
9 min read
Salary and OTE
Commission structures
Flat rate, tiered, margin-based, attainment-based, kickers and pooled plans — what each rewards, where each fits, and the plan rules that matter more than the rate.
10 min read
Salary and OTE
Base salary vs OTE
Why two roles with the same OTE can be completely different jobs, how to choose a base-to-variable split, and why the base belongs in the advert.
8 min read
Salary and OTE
How to set OTE
A method for deriving a defensible OTE from your own production, margin and risk — including how to test whether the quota behind it is credible.
9 min read
Salary and OTE
How sales compensation is structured
What base, OTE, commission, accelerators and clawbacks actually mean, how the splits differ by role, and what to check before you publish a range.
7 min read
Elsewhere in the hub
Other sections
Hiring guides
Role-by-role guides to hiring Sales and GTM people: when to hire, what to write in the brief, how to assess and what usually goes wrong.
Interviews & scorecards
Interview questions, live exercises and written scorecards for Sales and GTM roles, so every candidate is assessed against the same criteria.
Team & org design
How to structure a Sales and GTM team as it grows: first hires, ratios, ownership splits and when to add leadership or Revenue Operations.
Onboarding
Practical onboarding and 30/60/90 day plans for new Sales and GTM hires, with what to measure at each checkpoint.
Career paths
How Sales and GTM careers actually progress: what each step requires, what changes at each level, and where people move sideways.
Career maps
Visual and tabular maps of Sales and GTM roles, showing titles, seniority, ownership and the realistic next steps from each seat.
Role comparisons
Side-by-side comparisons of Sales and GTM roles that are commonly confused, covering ownership, KPIs, skills, reporting lines and which one you actually need.
Benchmarks & market
Hiring process benchmarks and Sales and GTM market guidance, with the source and date attached to any figure that changes.
Hiring by industry
How Sales and GTM hiring changes by sector: what a SaaS, early-stage startup or enterprise software business actually needs from a seller, and how to assess it.
Talent markets
Regional context for Sales and GTM hiring, based on the markets we recruit in — local employer types, commute and hybrid realities, and what they mean for a brief.
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