SDR/BDR PDP

This page contains the different roles within the SDR/BDR path. Choose the relevant role you want to learn about. You can also enter the “Professional Path” to access the relevant skills and resources (coming soon). 🔙

Choose the roles

SDR/BDR
Experienced SDR/BDR
Senior SDR/BDR
IC Path
SDR/BDR Lead
Management Path
N/A

Choose the competencies

All
Knowledge
Internal impact
Behaviors
Sales process
Sales Skills
SDR Targets
BDR and Outbound SDR Targets
Performance Criteria

Minimum time in position: 6 months. Maximum time in position: 1 year. External Experience: 0-6 months Initial criteria to be level ready: successful completion of onboarding, successful ramp (3 months), and 100% achievement in initial 6-12 months.

Knowledge

Product, Sales Flow, Use Cases, Competitive landscape.

Product

  • Product offerings, functionality, features, automations & integrations, and apps

Sales Flow

  • Leads qualification process (sign-ups & contact sales requests)

Use Cases

  • Understanding of top use cases

Competitive landscape

  • Ability to effectively and professionally pitch against competitors
Internal impact

Achievement / Outcomes, Teamwork / Collaboration.  [Leadership / Mentorship *For potential AE.M candidates]

Achievement / Outcomes

  • Ability to succeed and execute plans in order to reach objectives

Teamwork / Collaboration

  • Ability to operate as part of the larger team, add value, communicate effectively, and have a positive impact on team goals and morale
Behaviors

Customer-Centric, Autonomy / Ownership, Consistency.

Customer-centric

  • Ability to build relationships and offer a consultative experience for the customer

Autonomy / Ownership

  • Ability to execute certain activities effectively and independently

Consistency

  • Ability to consistently deliver results, both internally and externally
Sales process

CRM / Tools, Lead Pipeline Management.

CRM / Tools

  • Functional understanding of monday.com, Salesforce, BigBrain, SalesLoft, Gong

Lead Pipeline Management

  • Effective pipeline management and nurturing of unconverted leads
Sales Skills

Qualification, Consultative / Value Selling.

Qualification

  • Ability to effectively qualify Sign-ups and Contact Sales requests

Consultative / Value Selling

  • Ability to show value in response to prospect pain/use case
SDR Targets

Conversion Rate Targets, Monthly Pipeline Contribution, Monthly ARR Contribution.

  • 2%+ Sign-up to SQL CR, Contact Sales to SQL CR 30%+
  • monthly pipeline contribution of $150k
  • monthly ARR contribution of $50k
BDR and Outbound SDR Targets

Monthly Pipeline Contribution, Monthly ARR Contribution.

  • monthly pipeline contribution of $130k
  • monthly ARR contribution of $40k
Performance Criteria

Conversion Rate Performance, Pipeline Performance, ARR Performance.

  • Achieve quarterly conversion rate, pipeline, and ARR targets or 100%+ of goal for the quarter

Experienced SDR/BDR

Professional Path

Minimum time in position: 6 months. Maximum time in position: 1.5 years. External Experience: 6 months – 1 year. Initial criteria to be level ready: 100% achievement in initial 9-18 months.

Knowledge

Product, Sales Flow, Use Cases, Competitive landscape.

Product

  • Product packages, features, automations, integrations & apps

Sales Flow

  • Lead qualification process (sign-ups & contact sales requests)

Use Cases

  • Knowledge of use cases, customer testimonials, stories worth telling

Competitive landscape

  • Ability to effectively and professionally pitch against competitors
Internal impact

Achievement / Outcomes, Teamwork / Collaboration, Leadership / Mentorship (*For potential AE.M candidates).

Achievement / Outcomes

  • Ability to succeed and execute plans in order to reach objectives
  • Ability to own process improvement, project, or tool to positively impact team contribution

Teamwork / Collaboration

  • Ability to operate as part of the larger team, add value, communicate effectively, and have a positive impact on team goals and morale

Leadership / Mentorship

  • Set an example and act as a role model for new hires, buddy new-comers when appropriate
Behaviors
Customer-Centric, Autonomy / Ownership, Consistency.

Customer-Centric

  • Ability to build relationships, demonstrate a positive experience for the customer and focus on their success

Autonomy / Ownership

  • Ability to execute certain activities effectively and independently

Consistency

  • Ability to consistently deliver results, both internally and externally
Sales process

CRM / Tools, Lead Pipeline Management, Forecasting.

CRM / Tools

  • Salesforce nurturing methodology, SalesLoft cadence creation and testing, LinkedIn Sales Navigator social touch campaign creation

Lead Pipeline Management

  • Owning campaigns that re-engage past unconverted leads

Forecasting

  • Ability to forecast SQL creation accurately mid-month and end of month
Sales Skills

Qualification, Consultative / Value Selling.

Qualification

  • Ability to effectively qualify Sign-ups, Contact Sales requests, and marketing event leads

Consultative / Value Selling

  • Ability to show value in response to prospect pain/use case
SDR Targets

Conversion Rate Targets, Monthly Pipeline Contribution, Monthly ARR Contribution.

  • 3%+ Sign-up to SQL CR, Contact Sales to SQL CR 35%+
  • monthly pipeline contribution of $300k
  • monthly ARR contribution of $100k
BDR and Outbound SDR Targets

Monthly Pipeline Contribution, Monthly ARR Contribution.

  • monthly pipeline contribution of $150k
  • monthly ARR contribution of $50k
Performance Criteria

Conversion Rate Performance, Pipeline Performance, ARR Performance.

  • Achieve quarterly conversion rate, pipeline, and ARR targets or 100%+ of goal for the quarter

Senior SDR/BDR

Professional Path

Minimum and Maximum time: 1 year. External Experience: 1-2 years. Initial criteria to be level ready: 100% achievement. 

Knowledge

Product, Sales Flow, Use Cases, Competitive Landscape.

Product

  • Product packages, features, automations, integrations & apps

Sales Flow

  • Sales process and lead/deal flow execution

Use Cases

  • Knowledge of use cases, customer testimonials, stories worth telling

Competitive Landscape

  • Ability to effectively and professionally pitch against competitors
Internal impact
Achievement / Outcomes, Teamwork / Collaboration, Leadership / Mentorship.

Achievement / Outcomes

  • Ability to succeed, plan for outcomes and execute plans in order to meet personal targets and objectives

Teamwork / Collaboration

  • Ability to operate as part of the larger team, add value, communicate effectively, and have a positive impact on team goals and morale

Leadership / Mentorship

  • Sets a strong example for assigned buddies and new hires when appropriate

For potential AE candidates: Offer support throughout the full sales cycle – including assisting Account Executives in preparing client-facing materials such as decks and demo boards.

Behaviors
Customer-Centric, Autonomy / Ownership, Consistency.

Customer-Centric

  • Ability to build relationships, demonstrate a positive experience for the customer and focus on their success

Autonomy / Ownership

  • Ability to do most activities effectively and independently. Owning planning and execution of self-produced initiatives

Consistency

  • Ability to consistently deliver results, both internally and externally
Sales process

CRM / Tools, Lead Pipeline Management, Forecasting, Pitch & Demo.

CRM / Tools

  • Salesforce nurturing methodology, SalesLoft cadence creation and testing, LinkedIn Sales Navigator social touch campaign creation

Lead Pipeline Management

  • Owning campaigns that re-engage past unconverted leads

Forecasting

  • Ability to forecast SQL creation accurately mid-month and end of month

Pitch & Demo

  • Proven ability to aid AEs in customizing client-facing presentations and demonstrating workflows in monday
Sales Skills
Qualification, Consultative / Value Selling, Negotiation.

Qualification

  • Ability to effectively qualify Sign-ups, Contact Sales requests, and marketing event leads

Consultative / Value Selling

  • Ability to uncover compelling events and quantify value over investment

Negotiation

  • Ability to handle negotiations and objections beyond initial qualification- including price, legal and security
SDR Targets

Conversion Rate Targets, Monthly Pipeline Contribution, Monthly ARR Contribution.

  • 3%+ Sign-up to SQL CR, Contact Sales to SQL CR 35%+
  • Monthly pipeline contribution of $500k+
  • Monthly ARR contribution of $150k+
  • Begin to qualify, work, and close Orange Bucket opportunities
BDR and Outbound SDR Targets

Monthly Pipeline Contribution, Monthly ARR Contribution.

  • Monthly pipeline contribution of $150k+
  • Monthly ARR contribution of $50k+
  • Begin to qualify, work, and close expansion opportunities
Performance Criteria
Conversion Rate Performance, Pipeline Performance, ARR Performance.
  • Achieve quarterly conversion rate, pipeline, and ARR targets or 100%+ of goal for the quarter

SDR/BDR Lead

Professional Path

Minimum time: 1 year. Maximum time: 2 years. Initial criteria to be level ready: 120% achievement.  ***Available only to internal employees who are candidates for promotion to Manager.

Knowledge

Product, Sales Flow, Use Cases, Competitive Landscape.

Product

  • Product packages, features, automations, integrations & apps

Sales Flow

  • Sales process and lead/deal flow execution

Use Cases

  • Extensive knowledge of use cases, case studies, and product applications

Competitive Landscape

  • Ability to effectively and professionally pitch against competitors from a feature, functionality, cost, and ROI perspective
Internal impact

 Achievement / Outcomes through Collaboration, Teamwork / Collaboration, Mentorship, Team Leadership.

Achievement / Outcomes through Collaboration

  • Ability to succeed
  • Plan for outcomes and execute plans in order to meet personal targets and objectives
  • Collaborates with other departments to drive impact

Teamwork / Collaboration

  • Ability to operate as part of the larger team
  • Add value, communicate effectively
  • Have a positive impact on team goals and morale

Mentorship

  • Sets a strong example for new hires. Effectively breaks down departmental silos

Teamwork Leadership

  • Actively educates the team on product and process updates, data-driven insights, and helps support SDR/BDR enablement efforts
  • Participates in recruiting & interview process
Behaviors

Customer-Centric, Autonomy / Ownership, Consistency, Culture Champion.

Customer-Centric

  • Ability to build strong customer relationships and can comfortably and effectively lead multi-threaded value proposition conversations with levels of seniority

Autonomy / Ownership

  • Ability to complete all activities effectively and independently
  • Owns planning and execution of self-produced initiatives

Consistency

  • Ability to consistently deliver personal and team results, both internally and externally

Culture Champion

  • Communicates and drives the company’s culture in the team
  • Identifies and raises issues/instances that are not aligned with our culture
Sales process

CRM / Tools, Lead Pipeline Management, Forecasting, Pitch & Demo.

CRM / Tools

  • Establishes independent and team nurturing process,  independently creates and tests new cadences, develops effective and impactful social touch campaigns
  • High level of proficiency in Salesforce reporting and dashboard building to identify focus areas for improvement

Lead Pipeline Management

  • Creates and executes campaigns that engage all leads (both new and old)

Forecasting

  • Ability to accurately forecast SQL and pipeline generation mid and end of month

Pitch & Demo

  • Proven ability to independently pitch & demo monday
Sales Skills

Qualification, Consultative / Value Selling, Negotiation.

Qualification

  • Ability to effectively qualify Sign-ups, Contact Sales requests, marketing event leads
  • Leads sourced from PPL campaigns

Consultative / Value Selling

  • Ability to uncover compelling events throughout the qualification process and quantifies value over investment

Negotiation

  • Ability to handle negotiations and objections beyond initial qualification, including price, legal and security
SDR Targets

Conversion Rate Targets, Monthly Pipeline Contribution, Monthly ARR Contribution.

  • Team L>SQL CR 35%+
  • Team monthly pipeline contribution of $1.2M+ 
  • Monthly ARR contribution of $360K+
  • Achieves or exceeds all personal pipeline & ARR targets
BDR and Outbound SDR Targets

Monthly Pipeline Contribution, Monthly ARR Contribution.

  • Team monthly pipeline contribution of $520K+
  • Monthly ARR contribution of $160K+
  • Achieves or exceeds all personal pipeline & ARR targets
Performance Criteria

Conversion Rate Performance, Pipeline Performance, ARR Performance.

  • Achieve quarterly conversion rate, pipeline, and ARR targets or 120%+ of goal for the quarter

This role is not yet available.