Salary negotiation is the conversation where you agree on the pay package — the base salary, the OTE, the commission structure, and any draw or ramp protection. In sales it is rarely just "what base do you pay"; it is understanding the whole comp plan, because the difference between a great offer and a bad one is often hidden in the variable terms, not the base.
In plain English
Negotiating salary in sales means reading the plan, not just the number. Two roles can both say "up to $120k OTE" and pay very differently depending on how the commission is structured and how reachable it is. The ask is the base; the research is the OTE.
Why it matters to you
A small negotiation skill compounds across your career. Ask for the ramp, the clawback policy, and what attainment looks like for the team. Anchor your ask with a reason, not just a number, and let the behavioral answers you gave in the interview do the proving. Reps who negotiate well end up with better bases and fairer plans — and never feel like they left money on the table.