Account Executive Salary in USA 2025
SaaS, enterprise sales, and commission structures
Average AE Base Salary
How Much Do Account Executives Earn in 2025?
Account executives are sales professionals responsible for closing deals, managing client relationships, and driving revenue. They work across industries but are most prominent in SaaS, technology, and enterprise software companies where they manage complex sales cycles.
2025 account executive salaries feature significant variable compensation: base salary $70,000–$100,000 with OTE (on-target earnings) of $120,000–$200,000. Enterprise AEs handling large deals earn $150,000–$300,000+ OTE, with top performers exceeding $500,000.
Deal size and commission structure create massive earning differences: SMB AEs (small deals) earn $80K–$120K OTE, mid-market $120K–$180K OTE, and enterprise (large deals) $150K–$300K+ OTE. SaaS companies pay highest due to recurring revenue models. For context, see the average salary in the US and jobs that pay $100K.
Account Executive Salary Snapshot
| Metric | Value |
|---|---|
| Base Salary (Average) | $70,000–$100,000 |
| OTE (On-Target Earnings) | $120,000–$200,000 |
| SMB AE (OTE) | $80,000–$120,000 |
| Mid-Market AE (OTE) | $120,000–$180,000 |
| Enterprise AE (OTE) | $150,000–$300,000+ |
| Commission Structure | 50/50 to 60/40 base/variable |
| Top Performers | $300,000–$500,000+ |
Use our salary calculator to analyze compensation packages.
Account Executive Salary by Deal Size & Segment
Deal size is the primary driver of AE compensation:
| Segment | Deal Size | OTE Range |
|---|---|---|
| SMB (Small Business) | $5K–$25K ACV | $80K–$120K |
| Mid-Market | $25K–$100K ACV | $120K–$180K |
| Enterprise | $100K–$500K ACV | $150K–$250K |
| Strategic/Major Accounts | $500K–$5M+ ACV | $200K–$400K+ |
SMB Account Executive
OTE: $80,000–$120,000 (base $50K–$65K + commission)
Deal size: $5,000–$25,000 ACV (annual contract value)
Sales cycle: 2–6 weeks, high volume (15–30+ deals/month)
Focus: Speed, volume, transactional sales, often phone/video-based.
Mid-Market Account Executive
OTE: $120,000–$180,000 (base $65K–$90K + commission)
Deal size: $25,000–$100,000 ACV
Sales cycle: 1–3 months, moderate volume (5–15 deals/quarter)
Focus: Balance of volume and relationship, multi-stakeholder sales.
Enterprise Account Executive
OTE: $150,000–$300,000+ (base $90K–$130K + commission)
Deal size: $100,000–$500,000+ ACV
Sales cycle: 3–12+ months, low volume (2–8 deals/year)
Focus: Complex sales, C-suite relationships, multi-year contracts, strategic partnerships.
Account Executive Salary by Experience Level
| Experience Level | Base Salary | OTE Range |
|---|---|---|
| Junior AE (0–2 yrs) | $50K–$70K | $80K–$120K |
| AE (2–4 yrs) | $65K–$90K | $110K–$160K |
| Senior AE (4–7 yrs) | $85K–$115K | $150K–$220K |
| Enterprise AE (5+ yrs) | $100K–$140K | $180K–$300K+ |
| Strategic AE (8+ yrs) | $120K–$160K | $250K–$400K+ |
Junior/Entry AE (0–2 Years)
OTE: $80,000–$120,000
Path: Typically promoted from SDR/BDR role after 12–24 months. Start with SMB or commercial accounts.
Senior/Enterprise AE (5+ Years)
OTE: $180,000–$300,000+
Focus: Large enterprise accounts, complex deals, executive relationships, often $1M+ quota.
Account Executive Salary by Location
| Location | Base Range | OTE Range |
|---|---|---|
| San Francisco, CA | $90K–$130K | $160K–$280K |
| New York, NY | $85K–$120K | $150K–$260K |
| Boston, MA | $80K–$110K | $140K–$240K |
| Austin, TX | $70K–$100K | $120K–$200K |
| Remote (National) | $65K–$95K | $110K–$180K |
| National Average | $70K–$100K | $120K–$200K |
San Francisco (Highest-Paying)
OTE: $160,000–$280,000 (+30–40% premium)
SaaS capital, highest concentration of high-paying tech sales roles. Competition for top talent drives compensation.
Remote Work
Sales roles increasingly remote, especially post-COVID. Some companies pay location-adjusted rates, others offer flat national comp. Remote AEs earn $110K–$180K OTE typically. See our remote job salary guide.
Account Executive Salary by Industry
| Industry | OTE Range | Key Factors |
|---|---|---|
| Enterprise SaaS | $150K–$300K+ | Highest pay, recurring revenue |
| Cybersecurity | $140K–$280K | Hot market, complex sales |
| Cloud/Infrastructure | $140K–$260K | Technical sales premium |
| Fintech | $130K–$250K | Finance industry premium |
| MarTech/AdTech | $110K–$200K | Competitive market |
| Traditional Tech | $100K–$180K | Hardware, services |
| Non-Tech B2B | $80K–$140K | Lower margins |
Enterprise SaaS (Highest Pay)
OTE: $150,000–$300,000+
Salesforce, Workday, ServiceNow, Snowflake, etc. Recurring revenue model supports high commissions. Top enterprise AEs at these companies earn $300K–$500K+.
Commission Structures Explained
Base/Variable Split
50/50: Most common. $100K OTE = $50K base + $50K variable at 100% quota.
60/40: Higher base, lower risk. Common at enterprise level.
40/60: Lower base, higher upside. Common at SMB/transactional.
Commission Rate Examples
Percentage of ACV: 8–12% of annual contract value is typical.
Accelerators: Above-quota earnings often 1.5x–2x commission rate.
Decelerators: Below 80% quota may reduce commission rate.
Additional Compensation
SPIFFs: Short-term bonuses for specific products/deals ($500–$5,000).
Equity: Tech companies often include RSUs ($10K–$100K+ annually at senior levels).
President's Club: Top performers earn trips, bonuses, recognition.
How to Increase Your Account Executive Salary
Move to Enterprise Segment
Enterprise AEs earn $150K–$300K+ OTE versus SMB $80K–$120K (+80–150%).
Target High-Paying Industries
Enterprise SaaS/cybersecurity pay $150K–$300K+ versus non-tech B2B $80K–$140K.
Relocate to Tech Hubs (or Negotiate Remote)
SF/NYC pay $150K–$280K OTE versus national $120K–$200K (+25–40%).
Consistently Hit Quota
Track record of 100%+ attainment opens doors to enterprise roles and better companies.
Develop Industry Expertise
Deep vertical knowledge (healthcare, finance, security) commands premium.
Progress to Management (Optional)
Sales managers earn $150K–$250K OTE, Directors $200K–$350K+, but lose individual commission upside.
See our salary negotiation guide for strategies.
Career Path and Related Roles
| Career Stage | Position | OTE Range |
|---|---|---|
| Entry | SDR/BDR | $60K–$85K |
| Junior | SMB Account Executive | $80K–$120K |
| Mid | Mid-Market AE | $120K–$180K |
| Senior | Enterprise AE | $180K–$300K+ |
| Management | Sales Manager | $150K–$250K |
| Leadership | Sales Director/VP | $250K–$500K+ |
Related Roles
SDR/BDR: $60,000–$85,000 OTE (entry point)
Sales Manager: $150,000–$250,000 OTE
Customer Success Manager: $80,000–$130,000
Frequently Asked Questions
What is the average account executive salary in 2025?
Account executive base salary averages $70,000–$100,000, with OTE (on-target earnings) of $120,000–$200,000. SMB AEs earn $80K–$120K OTE, mid-market $120K–$180K, and enterprise AEs $150K–$300K+ OTE.
Can account executives make $200K?
Yes, commonly. Mid-market AEs at top companies and all enterprise AEs typically have $150K–$200K+ OTE. Top performers at enterprise SaaS companies earn $300K–$500K+. See jobs that pay $100K.
What is OTE vs base salary for AEs?
OTE (on-target earnings) = base salary + expected commission at 100% quota attainment. Common splits: 50/50 (e.g., $75K base + $75K commission = $150K OTE), 60/40 (enterprise), or 40/60 (SMB). Variable portion tied to quota performance.
How long does it take to become an enterprise AE?
Typically 4–7 years: SDR/BDR (1–2 years) → SMB AE (1–2 years) → Mid-Market AE (2–3 years) → Enterprise AE. Exceptional performers can accelerate. Track record of quota attainment is essential.
Is account executive a good career?
Yes, for those with competitive drive and resilience. Unlimited earning potential (top AEs earn $300K–$500K+), clear career progression, no degree required. High-pressure environment with income variability. Best for self-motivated individuals comfortable with rejection and performance metrics.