2026 B2B/SaaS Commission Benchmarks: Standard SaaS commission runs 8%–12% of Annual Contract Value (ACV) at quota, with accelerators reaching 15%–20% above 100% of quota. The typical OTE (On-Target Earnings) split is 50/50 base to variable or 60/40 base to variable for most enterprise sales roles. Clawbacks apply within 90 days if a customer churns.

Sales Commission Calculator

Total Deal / ACV Value ($)

Annual Contract Value (ACV) for SaaS, total sale for other industries

Commission Rate (%)

SaaS: 8-12% of ACV. Insurance: 8-15% of premium. B2B: 5-15% of deal value.

Quota Attainment (%)

Your % of quota hit this period. Above 100% triggers accelerators.

Accelerator Rate Above 100% Quota (%)

Higher commission rate on revenue above quota. Common: 1.5x-2x base rate.

Draw Against Commission ($) — leave 0 if none

Monthly advance that reduces from earned commission at payout.

2026 Sales Commission Rates by Industry

Sales Role	Base Commission Rate	Accelerator	Typical OTE
SaaS / Enterprise Software	8%–12% of ACV	15%–20% above quota	$120K–$250K
Insurance — New Business	8%–15% of first-year premium	Bonus for volume milestones	$60K–$130K
Insurance — Renewals	5%–12% of renewal premium	Trailing commission	Builds annually
B2B / Professional Services	5%–10% of deal value	10%–15% above 110% quota	$100K–$200K
Pharma / Medical Devices	6%–14% of territory revenue	MBO scorecard bonuses	$80K–$200K base-heavy
Financial Products	0.5%–2% of AUM or deal	Tiered based on volume	$80K–$300K+

2026 SaaS Commission Reality: The standard SaaS commission is 10% of ACV at 100% of quota. Top reps hitting 110%+ trigger accelerators reaching 15%–20%. With clawback provisions (standard for 90 days post-close), if a customer churns within the clawback window, the commission is reversed. Always factor this risk into your pipeline planning.

Understanding Draw Against Commission

A draw is a cash advance paid to sales reps that is later deducted from earned commissions. There are two types:

Recoverable draw: The advance must be paid back from future commissions. If you earn $8,000 in commission but received a $3,000 draw, you receive $5,000 at payout. Common in the first 90 days of a new role.

Non-recoverable draw: You keep the draw regardless of commissions earned. This is a guaranteed floor — you will never owe money back. Rare, but offered by some companies to attract experienced reps.

Frequently Asked Questions

What is OTE in sales?

OTE (On-Target Earnings) is the total compensation you earn when you hit exactly 100% of your quota. It includes your base salary plus the variable commission at full quota attainment. If your OTE is $150,000 with a 60/40 base-to-variable split, your base is $90,000 and you earn $60,000 in commission at 100% quota. OTE does not include accelerators earned above quota.

What is an accelerator in sales commission?

An accelerator is a higher commission rate applied to revenue above your quota threshold. If your base rate is 10% and your accelerator is 15% above 100% quota, every dollar sold past quota earns 50% more commission. Accelerators are designed to reward over-performance and are common in SaaS, B2B, and insurance sales roles.

What is the standard SaaS commission rate in 2026?

The 2026 benchmark for SaaS/enterprise software commission is 8%–12% of Annual Contract Value (ACV) at quota, with 10% being the most common rate. Accelerators typically push rates to 15%–20% above 100% quota. Some enterprise roles with very large deal sizes use lower rates (5%–8%) to keep total variable pay proportional to base salary.

Sales Commission Calculator 2026