Key components
Base salary
Stability and predictability; varies by segment and seniority.
Commission + accelerators
Payout structures that reward over-performance—watch the details.
Quota & attainment
OTE assumes 100%—ask what % of reps actually hit it.
Territory reality
Great plan + weak territory = frustration. Ask about coverage and access.
Questions to ask in interviews
- What percent of the team hit quota last year?
- How are accelerators applied (thresholds, caps, timing)?
- What’s the ramp period and how is ramp compensated?
- What is the territory history (turnover, account access, churn)?
- How do purchasing processes work (VAC, committees, procurement)?
Want roles aligned to your comp goals?
Create your profile and set your preferences so you’re matched with opportunities that fit your targets.
Create Profile