Roles & Org
BDR / SDR
The rep who generates and qualifies pipeline before it reaches an AE — BDR (business) and SDR (sales) are the same role under different names; the split is company convention, not function.
Comped mostly on meetings booked and qualified, with a smaller commission slice once their sourced deals close.
See it on your own numbers
The free comp benchmark calculator turns terms like this one into a concrete OTE, quota, and commission structure for your role, ACV, and stage.
More in Roles & Org
- AE (Account Executive)
The rep who owns closing a deal — running the sales cycle from qualified opportunity to signed contract.
- Sales Leader / VP Sales
The person who owns the team's number, builds the comp plan, and is accountable for it in the boardroom.
- RevOps
The operations function that typically administers commission tooling at larger orgs — the buyer most commission platforms are built for.