SDR Compensation and Quota

SDR’s total compensation is based on two key metrics:

• Sales Meeting Completed- 70% of Variable Compensation

• Stage 2 Conversions - 30% of Variable Compensation

• Enterprise

  • 10 MC/ 6 Stage 2 Conversions

• Mid-Market 

  • 20 MC/ 8 Stage 2 Conversions

Below are reports from Salesforce that Reputation.com leadership uses to see all the created opportunities and sales accepted opportunities. If you believe an opportunity you sourced is not reflected in the reporting, notify your manager.

• Outbound SDR created opportunities (Team West, Team East, EMEA) 

• Outbound SDR sales accepted opportunities (Team West, Team East, EMEA) 

Quota is based solely on meeting completed. Think of the 30% commission on opportunities you source that a sales person subsequently demos and present proposal as an added bonus. To be paid on your stage 2 business, your activity should clearly depict that your prospecting work sourced the opportunity.

Enterprise SDRs will be expected to get 2-3 within the first 28 days of employment, 4-6 by the end of their second month, 7-8 by month 3, and 9-10 by month 4. After month 4, SDRs will be considered fully ramped and expected to generate 10 per month moving forward.

Mid Market SDRs will be expected to get 5-9 within the first 28 days of employment, 9-12 by the end of their second month, 12-15 by month 3, and 15-20  by month 4. After month 4, SDRs will be considered fully ramped and expected to generate 20 per month moving forward.

There is an accelerator for SDRs who deliver over their quota. The accelerator applies to meeting completed and Stage 2 Conversions. Your commission is calculated as follows:

• Tier 1 - Base rate: Per accepted opportunity commission is paid at a base rate of your monthly variable on target earnings divided by your monthly target.

• Tier 2 - Accelerator from 101% to 125% achievement: Each accepted opportunity after initial target is achieved will be paid at 1.25x times the base rate.

• Tier 3 - Accelerator from 126% achievement onwards: After 126% quota achievement each opportunity after will be paid at 1.5x times the base rate.

• One Quarter Spiff- If participant achieves the meetings completed quarterly goal within the calendar year quarter, then the participant will be eligible for an additional 2.% of their annual variable compensation.  the SPIF will be payable at the end of the quarter when the SPIF was earned. 

  • For Example: Monthly goal of 15 meetings completed equals to 45 meetings completed within a calendar quarter. If participant's total annual variable equals to USD 10,000/year, the participant will be paid USD 250 in addition to their variable compensation at 100% achievement.

• Two Quarter SPIF- If a participant achieves the meetings completed for 2 quarters within the calendar year, then participant will be eligible for an additional 5% of their annual variable. * The one Quarter SPIF and Two Quarter SPIF  are eligible to be combined and once participant is eligible for the Two Quarter SPIF, the total payable SPIF percentage will equal to 7.5% of their annual variable compensation. 

  • For Example: Monthly goal of 15 meetings completed equals to 45 meetings completed within a calendar quarter. If participant's total annual variable equals to USD 10,000/year, the participant will be paid USD 250 in addition to their variable compensation at 100% achievement. Once the participant is eligible for One Quarter SPIF and Two Quarter SPIF's, the total payout will be USD 250 + USD 500 = USD 750 in addition to their annual variable compensation. the SPIF is capped at 7.5% of participants annual variable compensation and will be payable at the end of the quarter when the SPIF was earned. 

* One Quarter SPIF and Two Quarter SPIF do not have to be in consecutive quarters 

• There is no floor

Presidents Club

Participants will be eligible for Presidents Club if participant meets or exceeds quota at 100% for all 4 calendar quarters during the term of this plan. The full value of Presidents Club award will be treated as compensation and will be fully taxable as such. If a participant declines or is unable for any reason to attend Presidents Club, the participant shall not be entitled to cash compensation or any other consideration instead. 

2020 MayaKoba