Account executive salaries in the UK and US (2026)
AE pay is all about OTE and the split behind it. Here’s what startups pay by segment in 2026, plus what a founding AE should expect.
Updated November 2026. All figures are drafts pending Jono’s sign-off.
United Kingdom.
OTE (base:variable) for permanent hires at venture-backed startups. London, then the rest of the UK.
| Level | London | Rest of UK |
|---|---|---|
| AE (SMB) | £60k-£80k OTE · 50:50 | £50k-£70k OTE · 50:50 |
| AE (mid-market) | £80k-£110k OTE · 50:50 | £70k-£95k OTE · 50:50 |
| Founding AE | £100k-£150k OTE · 60:40 | £85k-£125k OTE · 60:40 |
| Enterprise AE | £120k-£170k OTE · 50:50 | £100k-£145k OTE · 50:50 |
| Strategic AE | £160k-£220k OTE · 50:50 | £140k-£190k OTE · 50:50 |
United States.
OTE (base:variable). San Francisco and New York, then everywhere else, including remote.
| Level | SF / NY | Other US and remote |
|---|---|---|
| AE (SMB) | $110k-$150k OTE · 50:50 | $95k-$130k OTE · 50:50 |
| AE (mid-market) | $150k-$200k OTE · 50:50 | $130k-$175k OTE · 50:50 |
| Founding AE | $180k-$260k OTE · 60:40 | $160k-$230k OTE · 60:40 |
| Enterprise AE | $220k-$320k OTE · 50:50 | $190k-$280k OTE · 50:50 |
| Strategic AE | $300k-$400k OTE · 50:50 | $260k-$350k OTE · 50:50 |
Typical option grants.
For a mid-level or senior hire, as a percentage of the company.
- Seed
- 0.2%-0.8%
- Series A
- 0.05%-0.25%
- Series B+
- 0.01%-0.08%
What moves the number.
- 01Deal size. Enterprise AEs earn more because each deal is bigger and slower.
- 02The split. Founding AEs usually take more base while the product and pipeline are unproven.
- 03Track record. Confirmed quota attainment moves the number more than brand names on a CV.
- 04Ramp and accelerators. A fair ramp and uncapped accelerators can win a candidate without raising OTE.
If you’re hiring one.
- Founding AEs are betting on you. Give them more base and real equity.
- Set quota from real pipeline, not your fundraising deck.
- Check attainment with former managers before you make an offer. We do it for every AE we put forward.
Ranges are typical, not limits. A great candidate in a hot market can sit above them.