Performance against quota and target achievement<\/li>\n<\/ul>\n\n\n\nThis framework helps you move beyond the headline salary figure to understand the true earning potential of any sales role in Australia.<\/p>\n\n\n\n
Sales salary tables in Australia<\/h3>\n\n\n\n Sales salaries vary widely depending on industry, deal size and performance structure. The table below shows indicative base salary ranges alongside typical OTE outcomes across common sales roles in Australia. Get benchmarks for Account Executive salaries in Australia and other revenue-focused positions.<\/p>\n\n\n\nRole<\/strong><\/td>Entry-Level Pay (AUD)<\/strong><\/td>Senior Pay (AUD)<\/strong><\/td>OTE Range (AUD)<\/strong><\/td><\/tr>Sales Representative <\/td> $55,000 \u2013 $70,000<\/td> $75,000 \u2013 $90,000<\/td> $70,000 \u2013 $110,000<\/td><\/tr> Account Executive <\/td> $70,000 \u2013 $90,000<\/td> $100,000 \u2013 $130,000<\/td> $120,000 \u2013 $200,000+<\/td><\/tr> Business Development Manager<\/td> $75,000 \u2013 $95,000<\/td> $110,000 \u2013 $140,000<\/td> $130,000 \u2013 $220,000+<\/td><\/tr> Sales Manager <\/td> $110,000 \u2013 $140,000<\/td> $150,000 \u2013 $180,000<\/td> $180,000 \u2013 $300,000+<\/td><\/tr> Enterprise \/ Head of Sales <\/td> $150,000 \u2013 $200,000+<\/td> $200,000 \u2013 $300,000+<\/td> $300,000 \u2013 $500,000+<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nThese ranges reflect typical progression where earnings increase as roles move from activity-based selling to revenue ownership, strategic account management and leadership responsibility.<\/p>\n\n\n\n
What does OTE stand for in salary terms? <\/strong><\/h3>\n\n\n\nWhat is OTE in salary terms, and how does it actually impact your bank account? OTE stands for On-Target Earnings, which refers to the total income you can expect to receive when your performance targets are 100% achieved.<\/p>\n\n\n\n
This figure combines a fixed base salary with variable commission. For example, a role advertised at $80,000 base + $80,000 commission has an OTE of $160,000. While the base salary is your guaranteed income, the commission component depends entirely on hitting your quota. <\/p>\n\n\n\n
It\u2019s important to recognise that OTE isn’t a guarantee. Actual earnings fluctuate based on deal flow, territory quality and market conditions. However, strong performers can often exceed their OTE through accelerators.<\/p>\n\n\n\n
How are sales commissions structured?<\/h3>\n\n\n\n The way your commission is calculated determines your true earning ceiling. Most Australian sales roles fall into one of two categories:<\/p>\n\n\n\n
\nUncapped commissions:<\/strong> In an uncapped structure, your earning potential is theoretically infinite. To reward top-tier results, organisations often apply accelerators. These are tiered commission rates that apply after you exceed your target.\u00a0<\/li>\n<\/ul>\n\n\n\nThis is where the most significant income is generated for high performers. For example, a Business Development Manager\u2019s salary in Australia can effectively double through commission, with a base of $90,000\u2013$120,000 increasing to $180,000\u2013$220,000+ when targets are met or exceeded.<\/p>\n\n\n\n
\nCapped commissions:<\/strong> A capped structure limits the total commission you can earn within a set period. While this reduces maximum upside, these roles often operate in more stable, volume-driven environments with predictable targets.<\/li>\n<\/ul>\n\n\n\nThis structure is common in high-volume sales environments where consistency matters more than individual deal size. A role may offer commission up to a fixed threshold per quarter, after which additional sales do not increase earnings. In these situations, income is more predictable, but top performers may reach their cap early and have limited opportunity to increase their total pay beyond that point.<\/p>\n\n\n\n
As you move into higher-value sales positions, the focus shifts from activity volume to revenue impact. In these roles, commissions are typically calculated as a percentage of the total contract value (TCV) rather than a simple per-unit bonus.<\/p>\n\n\n\n
Role-by-role pay breakdown<\/h2>\n\n\n\n Sales careers typically progress from Sales Development Representative to Business Development Manager, Account Executive and into Sales Director or Head of Sales roles. Responsibility shifts from pipeline generation to revenue ownership, deal strategy and team or organisational performance.<\/p>\n\n\n\n
Pay increases accordingly. Entry-level roles are measured on activity and output, while senior roles are compensated based on deal size, revenue impact and accountability for business growth. The breakdown below shows how earnings progress across common sales jobs in Australia.<\/p>\n\n\n\n
Sales Development Representative salary<\/h3>\n\n\n\n Sales Development Representatives (SDRs) focus on outbound prospecting, lead qualification and pipeline generation for closing teams. Performance is measured through activity metrics such as calls, emails and meetings booked rather than closed revenue.<\/p>\n\n\n\n
SDR salaries typically sit at the lower end of the sales range, with smaller commission components tied to activity or conversion targets. Earnings increase when moving into roles that involve closing deals, where commission structures become more significant.<\/p>\n\n\n\n
Business Development Manager salary<\/h3>\n\n\n\n Business Development Managers (BDMs) generate new business opportunities and often close deals. The role involves targeting new markets, building relationships and contributing directly to revenue growth.<\/p>\n\n\n\n
A Business Development Manager\u2019s salary in Australia increases with deal size, autonomy and revenue ownership. Higher earnings are linked to full-cycle roles, larger accounts and industries with higher contract values.<\/p>\n\n\n\n
Account Executive salary<\/h3>\n\n\n\n Account Executives (AEs) own the full sales cycle, from initial engagement through to closing deals. This role carries direct responsibility for revenue, with compensation heavily weighted towards OTE.<\/p>\n\n\n\n
Account Executive salaries in Australia increase with deal complexity, contract value and sales cycle length. In high-value environments such as SaaS or enterprise sales, accelerators can significantly increase total earnings beyond base salary.<\/p>\n\n\n\n
Sales Manager salary<\/h3>\n\n\n\n Sales Managers oversee team performance, revenue targets and pipeline execution. The role focuses on coaching, forecasting and ensuring teams meet targets.<\/p>\n\n\n\n
Sales Manager salaries increase with team size, quota responsibility and business impact. Compensation typically includes a higher base salary plus bonuses or team-based commission.<\/p>\n\n\n\n
Sales Director salary<\/h3>\n\n\n\n Sales Directors are responsible for revenue strategy, forecasting and organisational performance. These roles involve managing teams, setting targets and aligning sales activity with business objectives.<\/p>\n\n\n\n
Sales Director salaries sit at the top end of the market, often including high base pay, strong OTE potential and performance bonuses. These roles represent some of the highest-paying sales jobs in Australia due to their direct impact on revenue.<\/p>\n\n\n\n
Does industry impact sales pay?<\/h2>\n\n\n\n Industry has a direct impact on how much you can earn in sales because it determines deal size, sales cycle length and revenue potential. Two roles with the same title can produce very different earnings depending on what is being sold, the target market and the type of customer.<\/p>\n\n\n\n
B2C vs B2B sales environments<\/h3>\n\n\n\n In B2C and retail-driven environments, earnings are typically linked to transaction volume. Roles focus on shorter sales cycles, lower deal values and more structured commission plans. Base salaries tend to be lower, and commission upside is often limited by pricing and margins.<\/p>\n\n\n\n
In B2B environments, particularly in corporate and enterprise settings, sales roles are tied to higher-value contracts and longer decision cycles. This creates stronger earning potential through larger commissions and more flexible OTE structures.<\/p>\n\n\n\n
Industries with the highest-paying sales jobs in Australia<\/h3>\n\n\n\n Some industries consistently offer stronger earning potential due to higher margins and revenue impact. These include but may not always be limited to:<\/p>\n\n\n\n
\nSaaS and technology sales (subscription and enterprise deals)<\/li>\n\n\n\n Financial services and investment products<\/li>\n\n\n\n Recruitment and agency-based sales models<\/li>\n\n\n\n Specialised B2B services (logistics, consulting, infrastructure)<\/li>\n<\/ul>\n\n\n\nIn these sectors, roles such as Account Executives and Business Development Managers often exceed standard salary benchmarks due to deal size and commission leverage.<\/p>\n\n\n\n
How industry affects commission structures<\/h3>\n\n\n\n Industry also shapes how commission is earned. In subscription-based models such as SaaS, commission may include recurring revenue incentives tied to customer retention. In project-based industries, earnings are often linked to one-off deals with higher upfront commission.<\/p>\n\n\n\n
How to increase your earning potential in sales<\/h2>\n\n\n\n Sales income grows with ownership, not just experience. The biggest pay increases usually come from moving into roles with larger deal sizes, stronger commission structures and greater responsibility for revenue outcomes.<\/p>\n\n\n\n
1. Move beyond activity-based roles<\/h3>\n\n\n\n Entry-level sales roles often reward volume, pipeline generation or meeting targets at the top of the funnel. Earnings increase when you move into positions where commission is tied to closed revenue rather than activity alone.<\/p>\n\n\n\n
2. Progress into closing roles<\/h3>\n\n\n\n Shifting into Account Executive or Business Development Manager roles introduces higher OTE structures and stronger commission leverage. These positions typically offer more upside because they carry direct responsibility for converting opportunities into revenue.<\/p>\n\n\n\n
3. Target higher-value sales environments<\/h3>\n\n\n\n Larger contracts and longer sales cycles generally produce stronger earning potential. Enterprise sales, strategic account roles and high-ticket B2B environments tend to offer higher base salaries and more significant variable income.<\/p>\n\n\n\n
4. Choose your industry carefully<\/h3>\n\n\n\n Industry has a major impact on earnings. High-margin sectors such as SaaS, finance and specialised B2B services consistently offer stronger earning outcomes than lower-value transactional sales environments.<\/p>\n\n\n\n
5. Move into leadership or strategic sales roles<\/h3>\n\n\n\n Sales Managers, Directors and Heads of Sales typically earn more because they are accountable for team performance, forecasting and broader revenue outcomes. At this level, both base salary and bonus potential usually increase.<\/p>\n\n\n\n
Find sales roles that match your earning potential<\/h2>\n\n\n\n High earning potential in sales comes from finding the right fit between industry, role and commission structure. Use this guide to assess the real-world value of your next move. <\/p>\n\n\n\n
CareerOne connects you with sales roles that fit your specific requirements. Compare thousands of sales opportunities by base pay and OTE and focus on the industries where your skills command the highest premium. Start your search today and find a role that pays what you’re worth.<\/p>\n\n\n\n
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