kingragnar

VP Sales

SDR/BDR Compensation Structrure at a PLG company?

What is an ideal OTE split for an SDR at a PLG company?

Context: Its a pure PLG process today, trial > lead scoring + qualification > SC takes demo and helps with the initial set up > paid customer goes to CSM for kickoff and onboarding. It is primarily an inbound motion, now the company wants to add a layer of SDRs who are supposed to go after the unresponsive good, qualified leads who got a trial but no usage, etc.

What should this SDR be incentivised on? Meeting booked? Completed? Opp Created? REvenue Closed? Trial to paid conversion?

BTW the CEO doesn't believe sales incentives and is thinking about only giving an base+ annual bonus to the SDRs

Would be nice to hear from people in the same setup/at PLG companies as SDRs/anyone who has seen some real comp plans for this kind of set up.

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👨‍🌾 SDR

13 comments

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braintank

Politicker

Enterprise Account Executive

Do you already work there?

DungeonsNDemos

Big Shot

Rolling 20's all day

lol solid starting question

braintank

Politicker

Enterprise Account Executive

Weekend posters be vague as hell...

thastheway

Member

Head - Global Sales Development

No I don't.

braintank

Politicker

Enterprise Account Executive

"CEO doesn't believe sales incentives" is red flag 🚩🚩🚩
Unless you desperately need a job I'd pass.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I missed that key paragraph on my weekend read through - yeah, I'd pass on that as well. That's an important point.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

So the boss hates sales people? Sounds like a great place to be at.

You’re never going to be paid what you are worth there. So don’t say you haven’t been warned.

CuriousFox

WR Officer

🦊

HARD agree. Not worth it.

TennisandSales

Politicker

Head Of Sales

hmm this does NOT sound like a good idea to me.

so they already signed up for the product, so they know who you are, they know what the product is.

I feel like the chance of an SDR being able to get them to use the software is super low.
i think this is the CS teams job to help get going not sales.

punishedlad

Tycoon

Business Development Team Lead

Every SDR/BDR role I've worked was comped base + bonus for each meeting set + a small commission 1-3% on closed deals.

CuriousFox

WR Officer

🦊

That's fair.

DungeonsNDemos

Big Shot

Rolling 20's all day

Does repvue or glassdoor have any insight? Or do you feel ok asking someone?

thastheway

Member

Head - Global Sales Development

Nah nothing helpful there actually but I'm hearing elsewhere that the general idea is to have a 80:20 base:bonus split and bonus is on revenue closed which is paid out as quarterly incentive. The problem is that this is cool when the ACV is low but the company is going upmarket so it NEEDS a sales assist.

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kingragnar

SDR/BDR Compensation Structrure at a PLG company?

13 comments

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