Quick answer

SDR base salary ranges $40-65K typical, OTE $65-85K, with regional and industry variance. Tech and SaaS pay highest; agency and recruiting pay lowest. Comp is shifting toward higher base + lower variable in 2026.

By Vozah Editorial·Last updated May 8, 2026

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 →

Frequently asked questions

What's the average SDR salary?

Base $40-65K, OTE $65-85K total. Tech and SaaS at the high end; agency and recruiting at the low end. Senior SDRs (12-18 months in role): $50-75K base, $80-105K OTE. Major-metro adjustments add 10-25% to these ranges.

What's the typical SDR base-to-variable split?

60/40 to 70/30 (base/variable) is most common. Some companies are shifting toward 70/30 or 80/20 in 2026 because hard-to-recruit SDRs negotiate for higher base. Variable pay structures range from per-meeting bonuses ($50-200 per qualified meeting) to quarterly attainment bonuses.

How does SDR comp differ in tech vs other industries?

Tech and SaaS run 20-40% higher OTE than the same role in agency, recruiting, or industrial B2B. Reasons: faster-growing pipeline value, more competition for SDR talent, and higher AE compensation creating ceiling pressure on SDR comp. The 'tech premium' is real but the role itself is similar across industries.