That €300k OTE Means Nothing If Nobody Hits It

A €300k OTE can make a sales opportunity look very attractive.

But there's a big difference between €300k OTE and actually earning €300k.

When comparing SaaS, AI and technology sales roles, candidates often spend too much time negotiating the headline package and not enough time investigating the mechanics behind it.

Before accepting your next sales role, ask these questions.

1. What Percentage of the Team Hit Quota?

This should be one of your first questions.

If eight out of ten established AEs are hitting target, that's useful evidence.

If one person achieved quota last year, you need to understand why.

Don't automatically reject the opportunity—but investigate it.

2. What Does Ramp Actually Look Like?

Ask when you're expected to reach full productivity.

Then compare that with the sales cycle.

If the average enterprise deal takes nine months but you're expected to be at full quota in month three, the numbers deserve closer examination.

Also ask whether there is a reduced quota or guaranteed variable during ramp.

3. Where Will Your Pipeline Come From?

A €1m quota with strong inbound demand, SDR support and an established territory is very different from the same quota when you're expected to generate everything yourself.

Ask what percentage of pipeline current reps self-source.

Then decide whether that matches how you like to sell.

4. What's the Territory?

Two AEs can have identical compensation plans and completely different earning potential.

Is the territory established? Are there existing customers? How many target accounts exist? Has somebody previously worked it? Why did they leave?

Your patch matters as much as your comp plan.

5. Ask What People Actually Earn

You don't need to ask for someone's payslip.

But you can ask whether top performers exceed OTE, how accelerators work and what an AE achieving 80%, 100% and 120% of quota would realistically earn.

At GroTech Search, we'd encourage candidates to treat compensation like any other commercial claim.

Validate the assumptions behind it.

A €300k OTE with an impossible quota isn't necessarily a better opportunity than €200k OTE in a business where the majority of the team performs.

Don't choose the biggest OTE. Choose the sales environment that gives you the best chance of earning it.