AE OTE 2026: Medians by Segment and Posted Ranges

The median AE OTE in 2026 is $200K, and 42.9% of AEs hit quota. Here is OTE by segment and the ranges companies post on their own listings, each with its source.

Salary and Comp · 2026-06-20 · 7 min read

The median account executive OTE in 2026 is $200,000 on a $105,000 base, from 35,738 pay submissions on RepVue, read November 5, 2026, and only 42.9% of AEs hit quota. Posted OTE on the live US listings below runs from $100,000 for a Brex small business AE in Salt Lake City to $450,000 for Anthropic strategic and federal AEs. Segment moves the number more than anything else.

AE OTE by segment

RepVue medians by level, base then OTE then share who hit quota: SMB AE $75,000, $140,000, 44%. Commercial AE $90,000, $170,000, 43%. Mid-market AE $95,000, $180,000, 43%. Enterprise AE $140,000, $280,000, 42%. Strategic AE $150,000, $300,000, 31%. Federal AE $150,000, $275,000, 56%. OTE Jobs counted 1,100 US AE postings that state OTE on November 5, 2026: the median is $220k, the top quarter starts at $298k, and the bottom quarter is under $153k.

How many AE roles are being posted

The Sales Job Hunter Tech Sales Job Market Report counted 320 new US sales roles in the seven days to November 5, 2026, across 1,030 company job boards. Account Executive (AE) roles were 47% of them (150 of 320). The mix moves every week, so the current numbers live on one page that updates each Thursday.

Tech sales job market statistics, updated weekly

Posted AE OTE at named companies

These are the ranges each company posts on its own listing, read November 5, 2026. Brex: small business and startups AE $122,026 to $152,533 OTE in San Francisco and New York, $100,000 to $125,000 in Salt Lake City; commercial AE $172,890 to $192,100 in San Francisco, New York and Seattle; enterprise AE II $294,000 to $325,000. HubSpot (remote US): small business AE $120,000 to $154,000, mid-market AE $198,000, enterprise AE $264,000, all as annual cash compensation. Deel (North America): SMB AE $127,000 to $140,000 OTE on a $70,000 base, mid-market AE $175,000 to $185,000 on a $92,500 base. Anthropic (San Francisco, New York): growth and startups AE $222,800 to $290,000 OTE, mid-market AE $290,000 to $380,000, strategic AE $380,000 to $450,000. Flexport posts base only: enterprise AE in New York $91,000 to $115,000, bonus not included.

Base, variable and attainment

RepVue's 2026 salary guide puts base between 50% and 53% of OTE for every closing AE role, so about half of AE pay is at risk. Attainment is the other half of the math: 42.9% of AEs hit quota on RepVue, and 31% of strategic AEs. Between January and July 2026, eight of ten roles in RepVue's guide saw attainment fall. On a linear plan, a $200,000 OTE with a $100,000 base pays $170,000 at 70% of quota. Read the plan for accelerators, caps and ramp before you compare two OTE numbers.

AE OTE by city

RepVue median AE OTE by city: San Jose and Seattle $250,000, San Francisco and Atlanta $210,000, New York $205,000. Location bands show up on listings too. Brex posts its commercial AE at $172,890 to $192,100 in San Francisco, New York and Seattle, and $136,000 to $170,000 in Salt Lake City.

What to ask before you sign

Ask what share of the AE team hit quota last year, and compare it to RepVue's 42.9%. Ask whether the posted range is OTE or base. Ask how quota was set for your territory, whether accelerators are capped, and whether the ramp quota is in writing. The answers tell you what the OTE is worth.

Updated: 2026-11-05

Sources

Frequently asked questions

What is a realistic AE OTE in 2026?

The median AE OTE is $200,000 on a $105,000 base, from 35,738 RepVue submissions read November 5, 2026. By segment the medians run from $140,000 for SMB AEs to $300,000 for strategic AEs.

Do most AEs hit their OTE?

No. 42.9% of AEs hit quota in the last 12 months on RepVue, and 31% of strategic AEs. OTE is pay at 100% of quota, not a guarantee.

How much of AE pay is base salary?

Between 50% and 53% of OTE for closing AE roles, per RepVue's 2026 salary guide. About half of AE pay depends on attainment.

What do companies post for enterprise AE OTE?

On listings read November 5, 2026: Brex enterprise AE II $294,000 to $325,000, HubSpot enterprise AE $264,000, and Anthropic strategic AE $380,000 to $450,000.

What is a good AE OTE offer?

OTE Jobs puts the median stated OTE across 1,100 US AE postings at $220k on November 5, 2026, with $298k or more in the top quarter and under $153k in the bottom quarter.