Sales Development Representative (SDR)

The SDR works leads — inbound and outbound — toward a booked meeting. The role sits organizationally within the Marketing department, reflecting how closely SDR output (booked meetings) depends on marketing's lead generation and activation work. See the SDR job description for the full role definition.

Bonus Structure

The SDR is compensated under a quarterly bonus plan tied to a single goal: booking First Meetings. Note that specific targets are subject to review at the start of each fiscal year or quarter.

• First Meetings Booked: Measured against a quarterly goal. Note: overachieving the goal comes with a proportional upside bonus.

First Meetings Bonus Formula

The bonus is calculated on a linear scale between the baseline and goal:

Variables

• $X$: Achievement (Actual First Meetings booked)
• $Y$: Baseline (The minimum First Meetings threshold before any payout)
• $G$: Goal (The target First Meetings for a standard 100% bonus payout)
• $B_{\text{target}}$: Target Bonus (The dollar amount paid if the SDR exactly hits goal $G$)

Formula

For payout timelines and submission requirements, see Processing non-commission Bonuses.