SDR comp is one of the most misunderstood corners of B2B sales. Some companies overpay for warm bodies. Others lowball talent that ends up generating millions in pipeline. Both extremes are expensive.
Here’s a current snapshot of what fair SDR compensation looks like in the U.S. market — based on what’s actually closing, not what shows up in stale Glassdoor data.
Base salary ranges by experience
- 0–12 months experience: $50K–$65K base
- 1–2 years experience: $60K–$75K base
- 2+ years (senior / lead SDR): $70K–$90K base
Geography still matters, but less than it used to — remote-first companies pay national bands. SF/NY-tier comp is mostly limited to in-office roles at well-funded SaaS shops.
OTE — what to expect
On-Target Earnings (base + variable at quota) typically land at:
- Entry-level SDR: $75K–$90K OTE
- Mid-level SDR: $85K–$110K OTE
- Senior / lead SDR: $100K–$130K OTE
Variable should be 25–40% of total comp. Anything less and the role won’t attract hungry talent. Anything more and you’re signaling that base is too thin.
What gets paid — quota mechanics
The most common comp model in 2026 is paying SDRs on qualified meetings booked + meetings held, with accelerators on conversion to pipeline or closed-won. Pure “meetings booked” plans incentivize spam. Pure “closed-won” plans punish SDRs for things outside their control (mostly the AE’s close rate).
A solid plan looks like: $X per qualified meeting held, $Y bonus on meetings that convert to opportunity, plus a kicker on closed-won. The kicker keeps SDRs caring about deal quality without putting their paycheck at the mercy of someone else’s closing skill.
Red flags in SDR offers
- Base under $50K for a full-time SDR role (you’re hiring a flight risk)
- OTE that requires 150% of quota to actually hit (you’re advertising fiction)
- No clear path to AE within 18 months (you’ll lose your best people)
- Quota set above what the top SDR currently produces (math doesn’t math)
For SDRs evaluating offers
Ask three questions: What’s the average rep hitting? (not the top rep — the average). How long does the typical SDR stay before promotion? What’s the AE attainment — because if AEs aren’t closing, your meetings aren’t worth much. The answers will tell you more than the OTE number ever could.
Hiring SDRs or looking for your next sales role? Check the TopCloserR job board — built specifically for sales professionals.