Ian Eynck

Account Executive at Retention Science

Long(er) Term BDR Career Path opinions

Hey sales gang. My question is simple. What do outbound BDRs/SDRs (or anyone in Tech/SaaS sales) think about having a more long term career path?

At most sales orgs all the BDR/SDRs want to become AEs mostly because they can make more money, not specifically because they LIKE or WANT to close deals, do discoveries, and manage a pipeline.

At my company we are thinking of heavily increasing comp, commission, and overall OTE for outbound BDRs. We would also have a promotion structure for BDRs, allowing top performers to make a higher OTE than entry level AEs or AEs that are just average closers.

Essentially we would be looking for BDRs that truly enjoy outbounding and would like to make it a more long term career without needing to transition to an AE to make more money (Iike most sales orgs).

For high level Outbound BDRs we would offer the ability to promote into management level positions to keep an option for those looking to advance their career past an Individual contributor if they wanted. Essentially BDR > BDR Management > Director of Business Development.

What are your thoughts on this?

It would great if you could vote on poll and leave a short comment explaining why you answered the poll the way you did. Thanks!

High Paid Long-Term BDR Career Path-- What's your opinion?

Attached poll

29%

Hell yes- A higher-paid long term career path as an Outbound BDR sounds awesome!

22

27%

High paid BDR rocks, but eventually want to be an AE even if it's initially a pay cut.

20

36%

No thanks- I would not want to become a long-term BDR. Only doing it to get started!

27

8%

Yes - I already make over 100k as a BDR/SDR and love it. I do not want to be an AE.

6

💰 Compensation

🎯 Career Development

17

31 comment

Sort by:

oldcloser

Arsonist

9

💀

Pay SDR/BDRs more to keep them in their seats longer? Why not?! Give them a career path to eventually manage the same job function they’re performing? Why not?!

Why does this not strike me as the least bit innovative or unusual? The sales function, at least in larger market segments is a completely different skill set. One has very little to do with the other.

Good BDRs are as likely to be good AEs as good AEs are likely to become good sales managers.

1

Account Executive

I agree a good BDR can easily manage as well as an AE. Also a BDR could have a long term career path to be Head of Business Development.

My comment here is not innovative as I have heard this idea tossed around on LinkedIn quite a few times. But after being at a couple companies I have never seen a BDR make anywhere near what an AE makes. So would be nice to hear some real life stories of BDRs that are getting paid well as top performers.

oldcloser

Arsonist

3

💀

BDRs are the lifeblood of much of it. I totally support paying what they’re worth. I guess you’re trying to shake the “entry level” stigma that comes with it. I support this too.

0

Account Executive

That's awesome. Yes, I know it's still an entry level position to begin but I want to keep some outbound beasts in the lineup to keep the pipeline full of quality leads. If you know any good OB BDRs that would be interested send em my way!

RandyLahey

Politicker

5

Account Manager

Ian, welcome to the War Room. Typically, I am skeptical of new public profiles, but this is a great first post.
This is very refreshing to hear. I love this idea.
A tech company in my neck of the woods does this to great effect. They don't segment it to strictly Outbound however; they will apply the same thinking to their talented BDRs.
I think eventually most will want to move onto AEs, but there are a few studs that simply enjoy the work of a BDR more and thus should remain as such.
Can you share some information on what that OTE break down looks like? No need to share specific numbers, but I am curious of the OTE breakdown for Outbound vs Inbound.

Gasty

Notable Contributor

4

War Room Community Manager

☝️

2

Account Executive

Hi Randy, appreciate it! I am new here but thought this is the best forum to ask such a question. I agree most BDRs want to be an AE but every now and than you find someone who loves hunting. These are the diamonds that I’m after! 💎

For OTE I am actually not sure how IB is structured right now but for OBDRs they make around 85-90k.

For clarity I am an Outbound AE and I don’t really know how they structure comp for inbound and I am also not very involved inbound processes.

Our current outbound BDR wants to stay in the BDR role. I am currently restructuring how my company does outbound sales from scratch and it relies heavily on an experienced and driven BDR team, without this it will fail.

My proposal to management would essentially a tiered system for BDRs where after tier 1, at tier 2 you would be able to make 6 figures, maybe 100-115k or so. Depending on performance. At tier 3 you are able to make around ~130-150k, depending on performance.

Currently we pay our BDRs for each meeting set depending on company size. However they make no commission if the deal is closed (residuals in this case) or multipliers.

My goal is to offer commissions on deals closed along with multipliers for going above target, and also offer spiffs for varying situations.

Goal is to seriously incentivize brining in more outbound business, pay BDRs well, and allow them to make more and star in the OB role for longer.

Current BDR comp-85-90k OTE, 68k base + $50-200 per each meeting set.

Proposed:
Tier 1- ~90k OTE, 100k Top performers (TP)
Tier 2- ~ 110k OTE 115/120k TP
Tier 3- ~ 135k OTE 140/145k TP
Potentially up to 5 tiers

Pay structure
1-Base
2- fixed rate for meeting set.
3- residual based on tier. Tier 1 =0% on deals, tier 2 = .5% on deals, tier 3 = 1% on deals
4- accelerators- 150% for each meeting set above quota number.
5- spiffs for cold call metrics, deals closed every month

Kosta_Konfucius

Politicker

3

Sales Rep

If you are a TOP performer you deserve to get paid. However being a SDR is a grind, curious how many career SDRs there are out there. And if it was normalized how many more would there be

1

Account Executive

This is exactly my thought, I am an AE coming from an Outbound BDR position. I love outbounding so I am now a full cycle AE but we really want to put emphasis on the BDRs!

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

I’ve known a couple of career BDRs in my time. Both of them preferred not to be closers and preferred not to travel.

One is now in enablement after being a BDR for 15+ years, and the other is an AM. They were both exceptional BDRs.

1

Account Executive

This is great to hear. We have an amazing BDR now who only wants to be a BDR but was considering being an AE because of pay. I am trying to convince management to pay him more.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

As you should - good BDRs are valuable.

CuriousFox

WR Officer

3

🦊

I wanted to vote but I'm an AE 🦊

jefe

Arsonist

1

🍁

I still voted..
I feel like the long term BDR path is limiting - especially if something happens at that company. This could become a big industry trend but will likely only be the case at a few companies.

Revenue_Rambo

Politicker

2

Director, Revenue Enablement

I’ve known plenty of high performing BDRs that we’re happy with their job but the lack of pay and capped career opportunity forced them out of role.

With too many companies BDR is looked at as entry level and treated as a revolving door, but that lack of skill resulting directly impacts the quality of the sales funnel.

Would love to hear thoughts from AEs here, but I’m sure you’d all kill to have a long term high performing BDR filling your pipeline.

1

Account Executive

This is exactly my thoughts and exactly what we are experiencing now at my company- a severe lack of OB opps. My idea was to increase quality and quantity of OB leads by having hungry and skilled Outbound BDRs to fill the pipeline for AEs.

2

BDR

SDR- AE- Sales manager-RVP

Gasty

Notable Contributor

2

War Room Community Manager

There's no love like the love of a BDR. I love the thought and the intention behind it, Ian. What's your opinion on / plan of action for Inbound SDRs thought?

1

Account Executive

Hey gang, forgot to mention. I would super appreciate it if you can also post a comment explaining your reason for your vote on the poll. Thanks!

pirate

Big Shot

1

🦜☠️ Account Executive

Eventually people want to move up though? Or start feeling stuck?

1

Account Executive

Sorry check the end of the post. There would be an option to move up to BDR manager and even BD director.

Justatitle

Big Shot

1

Account Executive

Yeah, thought about this before, it’s just rare to see companies pay BDRs well.

0

Account Executive

This is true, very rare but could be good for us. If we offer higher pay and a career path it can attract good talent.

GDO

Politicker

1

BDM

We have something like that in our org. In the end most people leave because they want to be in a closing role. Even though they can be promoted with a fancy title and bigger OTE.

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

BDRs tend to look at an AE position because they feel they are not paid enough, and that there is scope to earn more. If you pay your BDRs well and good, they will stay.

0

Account Executive

This is a good point. This would definitely be the goal.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

A good door opener is VERY valuable. Cold calling is a dying art and those who do it well should be well compensated.

0

Account Executive

Openers are the lifeblood of a pipeline...

BTQ

Politicker

1

Account Manager

Hey Ian - welcome to the War Room!
As an SDR for just north of a year, I can tell you I have no desire to remain a glorified appointment setter. Yes, I listen to find pain on a cold call and give my AE as much info as I can for proper disovery.
I do love the hunting aspect of the role but becoming an AE gives me exposure to more of the sales cycle then just opening the door for deals.
I guess if the comp package was enough it'd be interesting discussion but I cant imagine many SDRs would want to stay in this role for longer.

2

Account Executive

Thanks for sharing. Most would find themselves in this boat. But my thought is that if you can make good money as a BDR and like it you would stay. We only want reps move to an AE because they actually like the skillset or are super driven.

So a high level BDR would make more money than a beginner or tier 1 AE, by a decent margin. They would have to make it to tier 2 to make a similar OTE as a high level BDR and to make more than a high level BDR they'd have to make it to a Tier 3+ AE. So a longer journey

aiko

Politicker

0

Sr. Account Executive

I know BDRs who love the role and the only path to promotion is leadership. I think having longer term BDRs would also benefit the AE/BDR relationship, making the sales process a team effort.

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