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). 🔙

SDR/BDR
AE and AM
Solution Engineering
Enablement Group

Choose the roles

SDR/BDR
Senior SDR/BDR
IC Path
SDR/BDR Lead
SMB AE
Scale AM
Non-traditional
Management Path
Sales Manager (N/A)
Senior Sales Manage (N/A)

Choose the competencies

All
Knowledge
Internal impact
Behaviors
Sales process
Sales skills
SDR targets
BDR and outbound SDR targets

SDR/BDR

Professional Path

External experience: 0-12 months.

Minimum time in position: 1 year.

Maximum time in position: No maximum.

Initial criteria to be eligible: Successful completion of onboarding, successful ramp, and 100% achievement in initial 9-12 months. All qualitative competencies outlined below hold significant and equal weight to quantitative competencies.

Eligibility for promotion cycles at monday.com is in alignment with Spring/Fall policies.*

Knowledge

Product, Sales Flow, Use Cases, Competitive Landscape.

Product

  • Product offerings, functionality, features, automations & integrations, apps, and if BDR, successfully demo to small teams who’ve signed up for trials

Sales Flow

  • Lead qualification process (Contact Sales or B2B)

  • BDR – Leads qualification process (signups, contact sales and outbound leads)

Use Cases

  • Understanding of top use cases

Competitive Landscape

  • Ability to effectively and professionally pitch against competitors
Internal impact

Achievement / Outcomes, Teamwork / Collaboration.

Achievement / Outcomes

  • Ability to succeed, plan for outcomes, and execute plans in order to meet personal targets and objectives
  • Passing the xDR Demo Certification (optional)

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
  • Actively participate in team objectives/meetings
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
  • Strive to self-develop through seeking feedback and applying change
  • Using office time effectively to support teammates and proactively contribute in the wider office environment

Consistency

  • Ability to consistently deliver results, both internally and externally
  • Own mistakes, doer, translate challenges into action, seek to be exceptional (not just “good”), team-first mindset, remain inquisitive, exhibit compassion and empathy
Sales process

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

CRM / Tools

  • Functional understanding of monday.com, Salesforce, BigBrain, Highspot, SalesLoft, Gong, LinkedIn Sales Navigator (BDR/OB SDR), Chilipiper/Calendly/- Inbound

Lead Pipeline Management

  • Effective pipeline management and nurturing of unconverted leads

Behaviors

  • Effectively managing internal relationships and working with your sales counterparts
  • Successful completion of monday.com Demo Certification (Optional)
Sales skills

Qualification, Consultative / Value Selling.

Qualification

  • Ability to effectively qualify Contact Sales and/or B2B leads, and/or Outbound 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.

 

👉 Speak to your manager regarding targets & goals specific to your region.

BDR and outbound SDR targets

Monthly Pipeline Contribution, Monthly ARR Contribution.

 

👉 Speak to your manager regarding targets & goals specific to your region.

Senior SDR/BDR

Professional Path

External Experience: 1 year and more.

Minimum time in position: For internal: 6 months – 1 year. For external: 1.5 years.

Maximum time: No maximum.

Initial criteria to be level ready: 100% achievement in initial 12-18 months as SDR/BDR. All qualitative competencies outlined below hold significant and equal weight to quantitative competencies.

Eligibility for promotion cycles at monday.com is in alignment with Spring/Fall policies*

Knowledge

Product, Sales Flow, Use Cases, Competitive Landscape.

Product

  • Product offerings, functionality, features, automations & integrations, apps, and if BDR, successfully demo to small teams who’ve signed up for trials

Sales Flow

  • Sales process and lead/deal flow execution (Contact Sales or B2B)

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
  • Actively participate in team objectives/meetings

Leadership / Mentorship

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

For potential AE/M 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 to improve individual/team performance
  • Strive to self-develop through seeking feedback and applying change
  • Using office time effectively to support teammates and proactively contribute in the wider office environment
  • Effectively managing internal relationships in working with your sales counterparts

Consistency

  • Own mistakes, doer, translate challenges into action, seek to be exceptional (not just “good”), team-first mindset, remain inquisitive, exhibit compassion and empathy
Sales process

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

CRM / Tools

  • Highly functional understanding of monday.com, Salesforce, BigBrain, Highspot, SalesLoft, Gong, 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/pipeline creation accurately mid-month and end of month

Pitch & Demo

  • Proven ability to aid Account Executives in customizing client-facing presentations and demonstrating workflows in monday.com

Successful completion of monday.com Demo Certification

Sales skills
Qualification, Consultative / Value Selling, Negotiation.

Qualification

  • Ability to effectively qualify Contact Sales and/or B2B 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.

 

👉 Speak to your manager regarding targets & goals specific to your region.

BDR and outbound SDR targets

Monthly Pipeline Contribution, Monthly ARR Contribution.

 

👉 Speak to your manager regarding targets & goals specific to your region.

SDR/BDR Lead

Professional Path

Minimum time in position: 1 year.

Maximum time in position: 2 years.

Initial criteria to be eligible: Exceed all team and personal targets. Performance criteria: Exceed all team and personal targets.

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

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

Team Leadership

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

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 efectively, and have a positive impact on team goals and morale. 

Mentorship

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

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.com
Sales skills

Qualification, Consultative / Value Selling, Negotiation.

Qualification

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

Exceed all team and personal targets.

BDR and outbound SDR targets

Exceed all team and personal targets.

SMB AE

Professional Path

Typical path for SDRs.

Knowledge
Internal impact
Behaviors
Sales process
Sales skills
SDR targets
BDR and outbound SDR targets

Scale AM

Professional Path

Typical path for BDRs.

Knowledge
Internal impact
Behaviors
Sales process
Sales skills
SDR targets
BDR and outbound SDR targets

Non-traditional

Professional Path

Must be excelling in current role and making a team/company wide impact in addition to there being a business need and availability.

Knowledge
Internal impact
Behaviors
Sales process
Sales skills
SDR targets
BDR and outbound SDR targets

Sales Manager (N/A)

Professional Path

This role is not yet available. Working on it. Stay tuned!

Knowledge
Internal impact
Behaviors
Sales process
Sales skills
SDR targets
BDR and outbound SDR targets

Senior Sales Manage (N/A)

Professional Path

This role is not yet available. Working on it. Stay tuned!

Knowledge
Internal impact
Behaviors
Sales process
Sales skills
SDR targets
BDR and outbound SDR targets