Account Executive OTE by Level: SDR to Enterprise AE Pay in 2026
October 24, 2026 · Chris Stinson, The Kas Group
Short answer: RepVue's 2026 self-reported medians put SDR OTE at $85K, SMB AE at $135K, mid-market AE at $180K and enterprise AE at $275K. The median across all AEs is $200K, and the Bridge Group's 2026 survey lands on the same number. Senior AE has no separate median. Dated postings from October 2026 run $240K to $300K OTE.
All figures on this page come from named outside sources, linked in the text and listed at the end. None of it is Kas placement data. RepVue figures are self-reported by reps. Postings are single examples, not medians.
AE OTE and Base Pay by Level
Medians are from RepVue's 2026 sales salary guide, July 2026 update, unless the row says otherwise.
| Level | Base | OTE | Source |
|---|---|---|---|
| SDR | $60K | $85K | RepVue 2026. Bridge Group 2025 median OTE is $80K. |
| SMB AE | $70K | $135K | RepVue 2026 |
| Mid-market AE | $95K | $180K | RepVue 2026 |
| All AEs (reference) | $100K | $200K | RepVue 2026. Bridge Group 2026 median OTE is also $200K. |
| Senior AE | $120K to $150K | $240K to $300K | Compyl posting, October 2026. Single example, not a median. |
| Senior AE | $125K to $140K | Not listed | Coworker.ai posting, October 2026. Single example, not a median. |
| Enterprise AE | $140K | $275K | RepVue 2026 |
| Strategic AE | $150K | $300K | RepVue 2026 |
SDR OTE
RepVue's median SDR earns $85K OTE on a $60K base. The Bridge Group's 2025 SDR survey of 351 B2B companies found a median OTE of $80K. RepVue notes that SDRs keep about 71% of OTE as base.
SMB and Mid-Market AE OTE
RepVue puts SMB AEs at $135K OTE on a $70K base and mid-market AEs at $180K on a $95K base. Across closing AE roles, RepVue reports base at 50% to 53% of OTE. For a first AE at a startup, read what to pay your first AE.
Senior AE OTE
No survey we found reports a separate senior AE median. Two dated postings show where offers land. Compyl, live in October 2026, lists $240K to $300K OTE on a $120K to $150K base with a 50/50 split. Coworker.ai, live in October 2026, lists a $125K to $140K base with a 50/50 split. For how to hire one, read how to hire a senior account executive.
Enterprise AE OTE
RepVue's median enterprise AE earns $275K OTE on a $140K base, across all company sizes. Strategic AEs sit at $300K on a $150K base. The Bridge Group's 2026 AE survey of 158 B2B companies found a median AE quota of $960K across all AEs. For hunters versus account growers at this level, read how to hire an enterprise account executive.
How The Kas Group Works
Kas Seat is $5,000 a month for up to two open sales roles and $8,000 a month for three to five. Kas Milestone Search is $5,000 for an SDR or BDR, $7,500 for an AE and $10,000 for a senior AE or sales manager. Details are on the programs page.
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Email [email protected]Frequently Asked Questions
What is the OTE for an account executive by level?
RepVue's 2026 self-reported medians put SMB AEs at $135K OTE, mid-market AEs at $180K and enterprise AEs at $275K. SDRs sit at $85K. Senior AE has no separate RepVue median, and two dated postings from October 2026 showed $240K to $300K OTE and a $125K to $140K base.
What is the median OTE for all account executives?
RepVue's 2026 data puts the median at $200K OTE on a $100K base across all AE segments. The Bridge Group's 2026 survey of 158 B2B companies also found a median AE OTE of $200K.
What is the OTE for an SDR in 2026?
RepVue's 2026 self-reported median is $85K OTE on a $60K base. The Bridge Group's 2025 survey of 351 B2B companies found a median SDR OTE of $80K.
What is a typical base to variable split for an AE?
RepVue reports that base lands between 50% and 53% of OTE across closing AE roles. SDRs keep about 71% of OTE as base. Both October 2026 senior AE postings cited here use a 50/50 split.
How much does an enterprise AE make?
RepVue's 2026 self-reported median for an enterprise AE is $275K OTE on a $140K base, across all company sizes. Strategic AEs, who often carry the largest named accounts, sit at a $300K median OTE.
Sources
- Sales Salary Guide: What Sales Reps are Earning in 2026, RepVue, January 2, 2026, July 2026 update. Self-reported data. https://www.repvue.com/blog/sales-salary-guide
- AE Models, Motions & Metrics: 2026 Research Report, The Bridge Group, June 22, 2026. Survey of 158 B2B companies. https://www.bridgegroupinc.com/research/2026-ae-models-motions-metrics
- SDR Models & Metrics Report, The Bridge Group, 2025. Survey of 351 B2B companies. https://www.bridgegroupinc.com/research/2025-sdr-models-metrics-report-the-bridge-group
- Senior Account Executive posting, Compyl, live October 2026. Single employer example. https://jobs.ashbyhq.com/compyl/5aa4c145-c120-459f-a64c-2b5ce2c212f5
- Senior Account Executive posting, Coworker.ai, live October 2026. Single employer example. https://jobs.ashbyhq.com/coworker/5ddd4b0b-089a-4a72-87be-b2887bad96b0
Further reading: How to Hire a Senior Account Executive · How to Hire an Enterprise Account Executive · What to Pay Your First AE · Programs