Sales Development Representative Salary in USA 2025
SDR/BDR compensation in SaaS and tech sales
Average SDR Base Salary
How Much Do SDRs Earn in 2025?
Sales Development Representatives (SDRs), also called Business Development Representatives (BDRs), are entry-level sales professionals who generate qualified leads for account executives. They prospect, cold call, send emails, and book meetings—serving as the first point of contact in the sales process.
2025 SDR salaries feature base plus variable compensation: base salary $45,000–$60,000 with OTE (on-target earnings) of $60,000–$85,000. SaaS and enterprise tech SDRs earn higher at $70,000–$95,000 OTE, with top performers in SF/NYC reaching $90,000–$110,000.
The SDR role is the primary entry point to high-paying tech sales careers. Most SDRs promote to Account Executive (AE) roles earning $120,000–$200,000+ within 12–24 months, making it one of the fastest paths to six-figure income without requiring a specialized degree. For context, see high-paying jobs without a degree and easy jobs that pay well.
SDR Salary Snapshot
| Metric | Value |
|---|---|
| Base Salary (Average) | $45,000–$60,000 |
| OTE (On-Target Earnings) | $60,000–$85,000 |
| SaaS SDR (OTE) | $70,000–$95,000 |
| Enterprise Tech SDR (OTE) | $75,000–$100,000 |
| Commission Structure | 70/30 to 60/40 base/variable |
| Top Performers | $90,000–$110,000 |
Use our salary calculator to analyze compensation packages.
SDR vs. BDR: Titles and Compensation
| Title | Focus | OTE Range |
|---|---|---|
| SDR (Inbound) | Qualifying inbound leads | $60K–$80K |
| BDR (Outbound) | Cold outreach, prospecting | $65K–$90K |
| Senior SDR/BDR | Complex accounts, mentoring | $75K–$100K |
| SDR Team Lead | Player-coach role | $80K–$110K |
SDR (Sales Development Representative)
OTE: $60,000–$80,000
Focus: Typically handles inbound leads—website inquiries, demo requests, content downloads. Qualifies and routes to AEs.
BDR (Business Development Representative)
OTE: $65,000–$90,000 (slightly higher)
Focus: Outbound prospecting—cold calls, cold emails, LinkedIn outreach. Creates pipeline from scratch. Generally harder, pays slightly more.
Many companies use titles interchangeably. Compensation is similar; outbound-focused roles sometimes pay 5–10% more due to difficulty.
SDR Salary by Experience Level
| Experience Level | Base Salary | OTE Range |
|---|---|---|
| Entry SDR (0–6 months) | $40K–$50K | $55K–$70K |
| SDR (6–12 months) | $45K–$55K | $60K–$80K |
| Experienced SDR (12–18 months) | $50K–$60K | $70K–$90K |
| Senior SDR (18–24 months) | $55K–$65K | $80K–$100K |
Entry-Level SDR (0–6 Months)
OTE: $55,000–$70,000
Focus: Learning the role, ramping on product/process, building pipeline basics.
Requirements: No experience required—companies hire based on coachability, work ethic, communication skills.
Experienced/Senior SDR (12–24 Months)
OTE: $75,000–$100,000
Focus: Consistent quota attainment, mentoring new SDRs, handling larger accounts, preparing for AE promotion.
SDR Salary by Location
| Location | Base Range | OTE Range |
|---|---|---|
| San Francisco, CA | $55K–$70K | $75K–$100K |
| New York, NY | $50K–$65K | $70K–$95K |
| Boston, MA | $48K–$62K | $65K–$90K |
| Austin, TX | $45K–$58K | $60K–$85K |
| Remote (National) | $42K–$55K | $58K–$78K |
| National Average | $45K–$60K | $60K–$85K |
San Francisco (Highest-Paying)
OTE: $75,000–$100,000 (+25–30% premium)
Tech hub concentration drives higher pay. Entry-level SDRs at top SaaS companies start at $70K+ OTE.
Remote Work
SDR roles increasingly remote. Many SaaS companies hire nationally. Remote SDRs earn $58K–$78K OTE typically. Some companies pay location-adjusted, others offer flat national comp. See our remote job salary guide.
SDR Salary by Industry
| Industry | OTE Range | Key Factors |
|---|---|---|
| Enterprise SaaS | $75K–$100K | Highest pay, best path to AE |
| Cybersecurity | $70K–$95K | Hot market, technical |
| Fintech | $68K–$90K | Finance premium |
| HR Tech | $65K–$85K | Growing market |
| MarTech | $60K–$80K | Competitive segment |
| Traditional Tech | $55K–$75K | Hardware, services |
| Non-Tech B2B | $50K–$70K | Lower base |
Enterprise SaaS (Highest Pay)
OTE: $75,000–$100,000
Companies like Salesforce, Snowflake, Datadog, ServiceNow. Best training programs, clearest path to high-paying AE roles. SDRs at these companies often promote to $150K+ OTE AE positions.
How to Increase Your SDR Salary
Target Enterprise SaaS Companies
Enterprise SaaS pays $75K–$100K OTE versus non-tech $50K–$70K (+40–50%).
Relocate to Tech Hubs
SF/NYC pay $70K–$100K OTE versus national $60K–$85K (+15–25%).
Consistently Hit Quota
Top performers earn accelerated commissions and faster promotion to AE.
Focus on Outbound (BDR)
Outbound roles pay 5–10% more and develop stronger selling skills.
Promote to AE Quickly
AE OTE $120K–$200K+ versus SDR $60K–$85K. Most promotions happen at 12–18 months.
Build Technical Knowledge
Understanding technical products leads to enterprise SDR roles and faster AE promotion.
See our salary negotiation guide for strategies.
Career Path and Related Roles
| Career Stage | Position | OTE Range |
|---|---|---|
| Entry | SDR/BDR | $60K–$85K |
| Senior | Senior SDR/Team Lead | $80K–$110K |
| Promotion | Account Executive (SMB) | $80K–$120K |
| Mid-Level | Mid-Market AE | $120K–$180K |
| Senior | Enterprise AE | $180K–$300K+ |
Typical SDR to AE Timeline
12–18 months as SDR → SMB AE ($80K–$120K OTE) → Mid-Market AE ($120K–$180K) → Enterprise AE ($180K–$300K+). Top performers can reach $200K+ within 4–5 years of starting as SDR.
Related Roles
Account Executive: $120,000–$200,000+ OTE
Sales Manager: $150,000–$250,000 OTE
Customer Success Manager: $70,000–$110,000
Frequently Asked Questions
What is the average SDR salary in 2025?
SDR base salary averages $45,000–$60,000, with OTE (on-target earnings) of $60,000–$85,000. SaaS SDRs earn $70,000–$95,000 OTE. Top performers at enterprise companies earn $90,000–$110,000.
Can SDRs make $100K?
Yes, but it's the ceiling for the role. Senior SDRs at top enterprise SaaS companies in SF/NYC can reach $90K–$100K+ OTE. More commonly, SDRs promote to AE to reach $100K+. Most SDRs earn $60K–$85K. See jobs that pay $100K.
Is SDR a good entry-level job?
Yes—one of the best paths to high income without specialized education. No degree required, companies train from scratch. Most SDRs promote to AE ($120K–$200K+ OTE) within 12–18 months. High-stress, rejection-heavy role but fast career progression for performers.
How long do people stay as SDRs?
Typically 12–24 months before promoting to AE. Top performers promote at 12–15 months. Staying beyond 24 months without promotion is a red flag. Some become SDR managers or move to customer success instead of AE.
What's the difference between SDR and BDR?
Often interchangeable. When differentiated: SDRs typically handle inbound leads (website inquiries, demo requests), while BDRs do outbound prospecting (cold calls, cold emails). BDR roles sometimes pay 5–10% more due to difficulty. Same career path to AE.