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Brought in $4,000,000 deal as SDR

Hey gang,


Got a question that I am looking for advice on.


I am an SDR that has been in the current company for 1+ years. Average 125% on quota, $1mill pipeline/quarter.


We usually get comped $200 for every BANT qualified deal our AEs qualify. We don't get comped when deals close. Deal size is normally $50,000.


I recently broughtย in aย potential $4,000,000 deal. Yet, I only get my $200. And its frustrating me. This is one of the biggest accounts in my patch and a mammoth opportunity. Yet, everyone else will be compensated massively if this closes.


Yes, a lot of people will say I won't be involved in the close. However, the deal would not be happening if it wasn't for me.


Is there a way for me to approach this with leadership? I know most likely nothing will change as they would have to change process for everyone.


But is there anything I can do?



โ˜๏ธ Software Tech
๐Ÿ’ฐ Compensation
11
paddy
Arsonist
+9
Account Executive
At the very least, the AE or whoever gets a cut of the commish better take you to a nice fucking steak dinner. Beyond that, yeah, it's still worth a conversation about a potential bonus and/or promotion of some sort. Doing something significant shouldn't go unrewarded at any company. Bravo my friend
gdzll
Contributor
+1
Sales Development Representative
Thanks - yeah am already in promotion discussions prior to this

HoldemCaulfield
Politicker
+8
Sales Training & Enablement
Unfortunately this is a hard issue, but it's also not a new issue with BDRs, particularly Outbound ones, who are going after larger Accounts. I had this problem when I was in the role and also when I managed a team of Outbound BDRs. The leads they were sourcing were closing maybe 2 months longer than the Inbound deals and netting 3x the contract value. I had to have a conversation with our Sales Director about it in order to keep these reps motivated.

My advice is to speak to the manager or director. However, you want to have a proven track record that's repeatable (not just in isolation to this one deal), which it sounds like you do from the attainment. I think you can leverage it into career progression. In my opinion this is more valuable (sure the money is nice).

Maybe go with them to a plan in mind that you'd like to progress in your role based on recent success.ย 

"I'd like to go into X role in X months based on my success. I've proven that I can do it, and I'm a team player."

I think being honest and open about your feelings with the manager will be helpful, and it will also not make you feel slighted or vindictive. Who knows? In talking to them, they may even cut you a check for a portion of it.

If you're wanting to stay in your current role, and not move laterally or into a closing role yet, I think it would be a good time to negotiate a higher base, or see if your manager is open to a kill/close kickback + a kicker based on your attainment and any deals sourced over a certain amount.ย 

My main point is come to them with the problem, how you feel, but also some proposed solutions and how they would work.
softwaresails
Politicker
+4
Sales Manager
Itโ€™s never an issue to ask. However, be prepared for them to say no.ย 

Chances are this isnโ€™t the first opportunity of this size sourced by a BDR so they should have some experience navigating this.ย 
Rallier
Politicker
+9
Account Executive
This 100%. Can't hurt to ask, but be ready for them to say no
braintank
Politicker
+6
Enterprise Account Executive
Deal hasn't closed yet cowboy ๐Ÿค 
gdzll
Contributor
+1
Sales Development Representative
Sure :D haha
BlueJays2591
Politicker
+6
Business Development Manager
Good AEs will help pick up your company's slack on that. This is why I'm a big fan of SDRs getting some type of bonus when business they bring in closes. Motivates them to find those whale deals.ย 
gdzll
Contributor
+1
Sales Development Representative
100% - but it is very difficult to negotiate that commission structure for yourself, especially when joining big SDR orgs
Smithy
Politicker
+4
Director of Sales
This is the job you took and youโ€™re happy with the commission at any other time, but now that you might have a deal that is bigger you want to change the goalposts?!ย 

Now, while I believe that the AE should get you something, if it closes, Iโ€™d be careful on how you approach management. Iโ€™m not saying donโ€™t bring it up but Iโ€™d be considered in my approach.ย 
gdzll
Contributor
+1
Sales Development Representative
Wouldn't you bring it up? Be honest :)
Smithy
Politicker
+4
Director of Sales
If I was bothered I would but I would just be careful.ย 

if you donโ€™t think management will remember abs appreciate your role in the deal, then I reckon youโ€™d be mistaken, ย it I donโ€™t know your company.ย 

if you go into a conversation expecting to get something and not being happy if you donโ€™t, then youโ€™ll be remembered for the wrong reasons.ย 

I closed a deal for a colleague once that made his year and he never even spoke to this prospect. I got nothing for it but I knew that when helping him. No point in me getting butthurt about itย 
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gdzll
Contributor
+1
Sales Development Representative
Thanks everyone so far for the feedback!
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