SDR Salary Guide 2026

SDR salary guide 2026: compensation for sales development reps has risen as the role has become more strategic. Base pay, OTE (on-target earnings), and commission structure vary by company size, industry, and location. Here's what the data shows for 2026.

SDR Salary Benchmarks (2026)

Base salary (US) — $50,000–$65,000 for entry-level SDRs; $55,000–$75,000 for senior SDRs (Pave, 2026; Levels.fyi)
OTE (On-Target Earnings) — $65,000–$85,000 entry-level; $75,000–$100,000 senior
Commission mix — Typically 70/30 or 75/25 base-to-commission for SDRs
Top performers — Can earn 120–150% of OTE when exceeding quota

SDR Salary by Experience Level

| Level | Base Range | OTE Range | |-------|------------|-----------| | Entry (0–1 year) | $48K–$58K | $62K–$78K | | Mid (1–3 years) | $55K–$68K | $72K–$90K | | Senior (3+ years) | $62K–$78K | $82K–$105K |

SDR Salary by Company Stage

Startup (Seed–Series B) — Often lower base, higher upside. Equity can add 10–20% in value
Growth (Series C–D) — Competitive base and OTE. More structured comp plans
Enterprise — Highest base, more predictable. Less variable comp

Regional Differences (US)

| Region | Base (Entry) | OTE (Entry) | |--------|--------------|-------------| | San Francisco / NYC | $55K–$65K | $75K–$90K | | Austin / Denver / Seattle | $50K–$60K | $68K–$82K | | Midwest / Southeast | $45K–$55K | $60K–$75K | | Remote (US) | $48K–$62K | $65K–$85K |

What Affects SDR Pay

Quota attainment — Most plans pay 100% at quota; accelerators above 100%
Meetings vs. pipeline — Some companies pay on meetings booked; others on pipeline generated
Promotion path — SDR to AE promotion typically comes with 30–50% OTE increase
Tenure — Average SDR tenure is 14 months before promotion or departure

Beyond Base: Equity, Benefits, Perks

Equity — Startups often grant 0.01–0.05% in options or RSUs
Accelerators — 1.5–2× commission rate above 100% quota
SPIFFs — One-time bonuses for specific achievements (e.g., first meeting, top performer)

How to Maximize SDR Earnings

Hit quota consistently — Base your negotiation on track record
Build skills — Top performers practice cold calling and objection handling. Skill drives results.
Target promotion — SDR to AE is the main path to higher comp
Know the market — Use this guide in salary conversations

Build the skills that drive SDR performance →