On‑Target Earnings (OTE) Calculator

Use this free OTE calculator to estimate commissions, visualize payout at different attainment levels, and check whether your pay mix makes sense for the role.

Adjust base salary, quota, commission rates, tiers, accelerators and caps – then see how total earnings change at 80%, 100% and 120% of target.

Numbers are for illustration only. Use this tool to sanity-check pay mix and payout curves before you finalize a plan.

Use the calculator above to model OTE, commissions, accelerators, and pay mix. Toggle annual/monthly, add tiers, and share presets with your team.

How to use this OTE calculator

Use these steps as a quick guide when you’re setting up a scenario:

1. Enter base salary
   Add the annual base salary for the role. Use the period toggle if you prefer to work monthly.

2. Enter quota or target
   Add the annual quota or KPI target (ARR, bookings, meetings, NRR etc.).

3. Choose a commission structure

   • Keep it simple with a flat rate on all credited revenue, or

   • Turn on tiered commission and define attainment bands with different rates.

4. Optional: Configure accelerators and caps

   • Set an accelerator threshold (e.g. 1.0 for 100% attainment) and multiplier.

   • Add a payout cap if you want to limit total payout (base + variable).

5. Review OTE and pay mix at 100%
   The snapshot panel will show OTE and the pay mix split between base and variable when the rep hits target.

6. Check 80% / 100% / 120% scenarios
   Use the attainment cards to see how earnings change as performance moves up or down.

Once you’re happy with the shape of the plan, you can turn it into a live, governed compensation setup in Bentega.

What you can model with this calculator

Common scenarios:

• New role design
  Explore different OTE levels and pay mixes for a new AE, SDR, CSM or sales leader role.
• Plan refresh
  Test how changes to quota or commission rate will impact OTE and earnings at different attainment levels.
• ACC / CAC control
  Check whether top-end payouts are still within your acceptable acquisition or compensation cost ratios.
• Fairness checks
  Compare OTE and payout curves across similar roles to catch inconsistent structures.

For full guidance on how OTE fits into your broader compensation strategy, read the On-Target Earnings (OTE) guide.

What is On-Target Earnings (OTE)? (quick recap)

On-Target Earnings (OTE) is the total expected pay when someone hits 100% of their performance goals. For most sales roles, that’s:

OTE = Base salary + Target variable pay at quota

This calculator doesn’t replace your compensation philosophy or market benchmarking – it simply helps you see the math behind your OTE and commission choices.

For a deeper dive into definitions, examples and role-by-role pay mixes, check the On-Target Earnings (OTE) guide.

When to move from the calculator into Bentega

The calculator is ideal for quick “what if?” scenarios. Once you’re confident in your structure, Bentega helps you:

• Turn your OTE and commission rules into a live compensation engine

• Keep quota, attainment and payout logic in one governed system

• Give reps, CSMs and leaders real-time visibility into earnings and plan cost

• Reduce manual spreadsheets and end-of-month disputes

Design more than one role or need approvals and audit trails?
Move your scenarios into Bentega ICM Software or go straight to pricing to see how it fits your team.

Frequently Asked Questions