Compensation · SE vs AE
Account executive OTE and commission, compared with the SE model
How AE plans are built, and where each piece differs from a sales engineer's.
Updated 24 September 2026 · Data collected 1 January – 8 August 2026
A typical account executive OTE is about $200,000, split close to 50/50 between base and commission, against a quota of roughly 4.6 times OTE (The Bridge Group). A sales engineer's median OTE in our data is $205,000 on a 70/30 split, earned against quota they support rather than carry.
The plan, piece by piece
Split. AEs sit near 50/50 — 53:47 in The Bridge Group's data. SEs sit at 70/30, because they influence the close without owning it.
Quota multiple. AE quotas usually run 4–6x OTE; Bridge Group's 2026 median is 4.6x on $960,000. An SE supports a pooled number — $2,625,000 at the median in our data — that spans several AEs.
Accelerators. Above 100% of quota, AE commission rates typically step up, which is where AE earnings pull away from SE earnings. SE plans accelerate too, but on a smaller variable base — see SE quota and accelerators.
Clawbacks. AE commission is often recovered if a customer cancels or fails to pay within a set window. SEs are exposed less often because their variable is pooled.
Ramp and draws. Ramp time averages 6.2 months in Bridge Group's 2026 study. Companies bridge it with a guaranteed draw (not repaid) or a recoverable draw (offset against later commission). SEs usually receive a simpler ramp guarantee on their smaller variable.
Account manager versus account executive
Searches for "account manager OTE" often mean AE OTE, but the roles differ. An AE wins new logos; an account manager renews and expands existing ones, with a higher base and a retention or expansion target. Our sales engineer OTE and commission page covers the pre-sales equivalent.
AE versus SE plan design
| Plan element | Account executive | Sales engineer |
|---|---|---|
| Split | ~50/50 | 70/30 |
| Quota | Carried, 4–6x OTE | Supported, pooled across AEs |
| Accelerators | Steep above 100% | Present, smaller variable base |
| Clawbacks | Common | Less common |
| Ramp | Draw, guaranteed or recoverable | Simple ramp guarantee |
| Source | Reported figure | What it measures |
|---|---|---|
| The Bridge GroupJune 2026 | $200,000 OTE; 4.6x quota:OTE; 6.2-month ramp | Company-reported AE plans. Survey of 158 B2B companies. |
| The Bridge GroupMarch 2024 | 53:47 split | Company-reported SaaS AE plans. 170+ B2B SaaS companies. |
| RepVueAccessed September 2026 | $100,000 base; 42% at quota | Seller-reported pay. Self-reported by sellers on RepVue. |
We do not publish an account-executive median of our own: our offer data covers pre-sales roles, and an AE figure from a thin sample would break the same rule our salary pages follow. Every AE number here belongs to the source that published it.
Frequently asked questions
What is a typical account executive OTE?
The Bridge Group's 2026 survey of 158 B2B companies reports a median AE OTE of $200,000, up from $190,000 in 2024.
What is the usual AE base-to-variable split?
Close to 50/50. The Bridge Group measured 53:47 base to variable in 2024. Sales engineers typically sit at 70/30.
How big is an AE quota relative to OTE?
The Bridge Group reports a 4.6x quota-to-OTE ratio in 2026, on a median quota of $960,000. Most plans fall between 4x and 6x.
Is an account manager the same as an account executive?
No. An account executive wins new business; an account manager grows and renews existing accounts. Account manager plans usually carry more base and a retention or expansion target.
Continue the SE vs AE comparison
- Sales engineer vs account executive pay
The cluster hub: base, variable, OTE and attainment side by side
- Sales engineer to AE ratio
Notation, cited ratios and the cost model
- Who earns more: SE or AE?
Floor versus ceiling, and what a bad year looks like
Read this alongside the national US sales engineer pay data, which is the benchmark every cut on this page is measured against.
If the title on your job ad is "solutions engineer" rather than "sales engineer", the solutions engineer salary page is the closer comparison.
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Methodology
Figures are medians drawn from placement records, offer letters and employer briefs across the last 12 months, expressed as 25th–75th percentile ranges. Base is fixed cash; OTE is base plus variable at 100% attainment, excluding equity. Read the full methodology.