PRINTABLE FIELD NOTES
Compensation terminology
Use this before an interview or during a focused review.
Compensation terminology
The position, location and compensation plan are unconfirmed. Ask for the actual written terms rather than inferring a salary band.
| Base | Fixed salary component before tax and deductions. Confirm currency, location and level. |
|---|---|
| Variable | Performance-conditioned pay. Ask which goals are individual, team or account based and how attribution works. |
| OTE | On-target earnings: base plus variable at target performance. It is not guaranteed pay. |
| Quota attainment | Performance against assigned target. Ask about the distribution of attainment and territory changes, not just top performers. |
| Ramp / draw / accelerators | Ramp modifies initial expectations; a draw may advance commission under specified terms; accelerators alter payout above thresholds. Ask whether a draw is recoverable. |
| Equity | Instrument, grant units, vesting, exercise terms where relevant, liquidity and tax treatment vary. Avoid comparing grant headline values as guaranteed cash. |
| Location and total package | Territory or geographic adjustments, benefits, leave, travel and refresh grants affect the full offer. Ask when reviews occur. |