A quota is the target a sales rep is expected to hit in a set period — usually a quarter or a year. For an account executive it is a revenue number; for an SDR it is an activity or meetings number. Attainment against quota drives commission, bonuses, and payouts, and it is how the company measures who is performing. Missing quota does not just cost you money — it decides who gets opportunities, territory, and eventually a job.
In plain English
A quota is your number. It is the specific target you are asked to hit, like a monthly revenue figure for a closer or a weekly meetings figure for an SDR. Hit it and your comp behaves the way the plan said. Miss it consistently and the plan does not matter.
Why it matters to you
Your OTE is built on the assumption you hit 100% of quota. The gap between what OTE assumes and what is realistic is the single biggest factor in whether a sales job pays what it looks like it pays. Ask what the average attainment actually is in the team — if the quota is set so most reps never reach it, the high OTE is mostly theatre. That question separates a smart rep from an optimistic one. It is also why your win rate — not your activity volume — is the number to watch on the way to becoming a closer.