Big base + flashy OTE looks great until the math collapses. OTE is built on assumptions about win rates, ramp, pipeline, and market pull. If the product is weak, the territory is sliced thin, or leadership is lost, you won’t see that money. Choose environments where you can win and compound your value.

SaaS sales offer negotiation done right. Use this guide to negotiate base, OTE clarity, accelerators, equity, and start date without killing the deal. Includes a live-call script, common pitfalls, and a success checklist so you close with confidence.