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The Comp Playbook
Your complete guide to maximizing compensation in tech sales. Understand OTE structures, base vs. variable splits, equity packages, and accelerators. Learn exactly when and how to negotiate—and when to walk away.
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"OTE means nothing without understanding quota attainment rates. Ask: 'What percentage of the team hit quota last year?' If they dodge, that's your answer. A $200K OTE with 30% attainment is a $120K job. Know the real number before you negotiate..."
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What's Inside:
- Understanding OTE and quota structures
- Base vs. variable ratio analysis
- Equity and RSU fundamentals
- Accelerator and decelerator terms
- When to negotiate (and when not to)
- Counter-offer scripts and tactics
- Evaluating competing offers