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Highest Potential On-Target Earnings (OTE)
$255,000
Role: VP of Customer Success
Average Remote CS OTE (Across Key Roles)
$146,833
Average OTE across CSM, Senior CSM, CS Manager, Director, and VP positions—up 6% from 2025 as retention becomes critical for revenue protection.
This chart visually breaks down the average On-Target Earnings (OTE) for each Customer Success role, clearly differentiating the stable Base Salary from the performance-based Variable Compensation. Use this data to benchmark your current compensation and negotiate with confidence in 2026.
Unlike sales roles, Customer Success Manager positions typically follow a 75/25 or 80/20 OTE split in 2026. This reflects the relationship-driven nature of CS work versus transactional sales. Your Base Salary comprises the majority, with a smaller at-quota Variable Bonus.
This model prioritizes stability and retention focus while still rewarding key metrics like NRR, churn prevention, and expansion revenue. Knowing this split is crucial for realistic compensation expectations—especially as companies invest more in CS to protect ARR in challenging market conditions.
In CS, your Base Salary is typically 75-80% of OTE. This reflects the long-term, relationship-focused nature of the work. Negotiate base aggressively since variable comp is smaller than in sales roles. Expect bases 5-7% higher in 2026 as retention becomes critical for revenue protection.
CS Variable Compensation (typically 20-25% of OTE) should tie to controllable metrics: NRR, GRR, customer health scores, and expansion bookings. Avoid vanity metrics you cannot directly influence. Always ask for documented NRR targets and historical team performance data before accepting an offer.
Your book of business directly impacts earning potential. Enterprise CSMs managing fewer high-value accounts earn more than those with hundreds of SMB customers. Always clarify ARR responsibility—$5M+ portfolios command premium compensation in 2026.
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