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SDR Compensation Design
A calculator for designing SDR compensation plans.
What's included
- Comp Structure
- Base/variable split
- OTE benchmarking
- Variable components
- Metric Selection
- Meeting-based comp
- Opportunity-based comp
- Pipeline-based comp
- Hybrid models
- Accelerators
- Tier design
- Multiplier structure
- Cap considerations
- Modeling
- Payout scenarios
- Cost modeling
- Behavior prediction
Best used when
- Designing SDR comp plans
- Aligning incentives with goals
- Benchmarking compensation
- Motivating SDR team
The template
The Template
COMP STRUCTURE
SDR Comp Framework
SDR COMPENSATION STRUCTURE
BASE + VARIABLE SPLIT:
Entry SDR: 70-80% base / 20-30% variable
Experienced SDR: 65-75% base / 25-35% variable
OTE RANGES:
Entry level: $55K-$70K
Mid-level: $65K-$85K
Senior SDR: $80K-$100K
EXAMPLE:
Base salary: $55,000 (75%)
Variable target: $18,000 (25%)
Total OTE: $73,000
VARIABLE COMPONENTS:
☐ Meeting-based (per meeting)
☐ SAL-based (per qualified opp)
☐ Pipeline-based (% of pipeline)
☐ Hybrid (combination)
OTE Calculator
| Component | Amount | % of OTE |
|---|---|---|
| Base | $_____ | ___% |
| Variable | $_____ | ___% |
| Total OTE | $_____ | 100% |
VARIABLE DESIGN
Variable Comp Options
VARIABLE COMP MODELS
MODEL 1: PER MEETING
Payout: $50-150 per meeting held
Pros: Simple, activity-focused
Cons: May sacrifice quality
MODEL 2: PER SAL
Payout: $100-300 per accepted SAL
Pros: Quality-focused
Cons: Dependent on AE acceptance
MODEL 3: PIPELINE VALUE
Payout: 0.5-1.5% of pipeline created
Pros: Revenue-aligned
Cons: Variable payout timing
MODEL 4: HYBRID
Example:
- $50 per meeting held (50%)
- $150 per SAL accepted (30%)
- 0.5% of closed won (20%)
ACCELERATORS:
100-110% target: 1.25x
110-125% target: 1.5x
>125% target: 2.0x
Frequently asked questions
What is the SDR Compensation Design?
A calculator for designing SDR compensation plans.
Who is the SDR Compensation Design for?
It is built for CROs and their teams working on SDR/BDR Operations. The AI coach adapts it to your company, stage, and goals.
How long does the SDR Compensation Design take to use?
It saves roughly 30+ hours versus building from scratch. Our AI coach can tailor the calculator to your situation in minutes, then hand you a step-by-step plan.
Is the SDR Compensation Design free?
Yes. You can read the full calculator and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the SDR Compensation Design?
The coach teaches you the framework, asks a few questions about your business, tailors the calculator to you, and gives you measurable next steps to execute.