OTE, or on-target earnings, is the income a sales rep is set up to earn if they hit 100% of their quota. It is the base salary plus the commission earned at full attainment — so a $60,000 base with $30,000 in commission at 100% quota is a $90,000 OTE. It is the headline number a recruiter quotes and the one you compare across offers. It is not a guarantee: you only see the commission part if you actually hit quota.
In plain English
OTE is the "if everything goes to plan" paycheck. It is base plus the commission you would make at full quota. It is what the job is designed to pay, not what everyone earns — a strong rep beats it and a struggling one lands far below it. Always ask what the split is and what attainment is realistic.
Why it matters to you
OTE is how you compare two offers, but only if you read the split. A high-OTE job with a tiny base is riskier than a lower-OTE job with a solid base — and as an SDR, your first-year comp is weighted toward base while you learn. For an account executive, OTE leans toward commission. Understand which side you are on before you sign, and you will not be surprised at your first paycheck. If the plan includes a draw, read whether it is recoupable before you rely on it.
For evaluating an AE offer on quota realism and fit, see Evaluate an AE Job Offer.