OTE (On-Target Earnings) is the total annual compensation you would earn if you hit exactly 100% of your sales quota. It equals your base salary plus the commission you receive for full quota attainment.

How is commission calculated?

Commission = Quota × Commission Rate. For example, a $500,000 quota at a 10% commission rate yields $50,000 in commission at 100% attainment. OTE is that commission amount plus your base salary.

What does the attainment percentage mean?

Attainment is the percentage of your quota you actually close. At 80% attainment on a $500k quota you closed $400k. Commission is prorated to that closed amount unless your plan has a minimum threshold or floor.

What is a base-to-variable split?

The split describes how much of your OTE is fixed (base) vs. performance-dependent (commission). A 70/30 split means 70% is base salary and 30% is commission at quota. High-velocity inside sales roles often run 60/40 or 50/50; enterprise AEs tend toward 70/30 or 80/20.

Does the calculator handle accelerators?

The tier table shows earnings at 110% and 120%+ using the same flat commission rate. If your plan applies a multiplier above quota (e.g. 1.5× commission rate over 100%), enter the blended effective rate for those tiers or adjust the rate field manually.

Quota to OTE Calculator

Enter your quota, commission rate, and base salary to see your OTE, commission payout at any attainment level, and base vs. variable pay split.

Compensation Inputs

Annual Base Salary

Annual Sales Quota

Commission Rate at 100% Attainment

Your Attainment (optional — for projection)

OTE (at 100%)

$130,000

Base + commission at quota

Commission at Quota

$50,000

Variable pay component

Projected Earnings

$130,000

At 100% attainment

Base / Variable Split

62 / 38

% of OTE

Pay Mix Visualization

Base

Var

Base $80,000 Variable $50,000

Attainment Tier Table

Attainment	Revenue Closed	Commission	Total Earnings

Summary

Enter your quota, commission rate, and base salary to see your OTE, commission payout at any attainment level, and base vs. variable pay split.

How it works

Enter your annual base salary.
Enter the annual sales quota you are expected to hit.
Enter the commission rate (%) paid on revenue at 100% quota attainment.
Optionally enter your actual or projected attainment percentage.
The calculator shows OTE, commission at quota, your current earnings projection, and a full attainment tier table.

Use cases

Evaluate a job offer by understanding total comp at different attainment levels.
Plan personal finances around variable commission income.
Model how accelerator rates at 110%+ boost earnings above quota.
Compare two roles with different base/variable splits.
Forecast quarterly earnings based on current pipeline attainment.
Understand how far below quota you can land and still meet income goals.

Frequently Asked Questions

Last updated: 2026-09-19 · Reviewed by Nham Vu