SDR/BDR
Experienced SDR/BDR
Senior SDR/BDR
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
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
SDR/BDR
Professional Path
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.