The role ladder
SDR or BDR for prospecting, account executive for closing, account management for retention. Each has different remote norms and pay structures.
Reading the commission plan
Ask what percentage of the team hit quota last year. An OTE figure means nothing if only a fifth of reps reach it. Also check the ramp period and whether commission is capped.
Timezone matters more here
Sales requires live conversation with buyers. Your timezone must match the target market's working hours, not just your employer's.
Common questions
What is OTE?
On-target earnings: base salary plus commission if you hit quota. Always ask what proportion of the team actually hits it.
Is remote sales harder?
Prospecting is similar. Building trust in complex deals is harder without in-person meetings, which is reflected in how enterprise roles are structured.