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How do you help finance understand the role of SDR’s, and include them in structuring territories and OTE’s?

We are getting ready to hire our first few SDRs to support our sales team of 2 AEs. The AE’s divide their territories roughly down the middle of the US map.

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3 Answers
Finance / Revenue Ops Alignment
  1. Tyler Will
    Tyler Will

    Intercom VP, Revenue Operations | Formerly LinkedIn • 11mo

    The SDR model at this point is solidly established, at least at most technology companies that I know. You should be able to quickly explain the hypothesis for why adding SDRs will increase the productivity of your AEs to any finance people familiar with SaaS sales. I do think you should thoroughly evaluate human and AI solutions for this, vs. just hiring people. The key will be showing how SDRs will add incremental revenue to your business. At the scale of two AEs, there's probably a lot that t ...Read More

    450 Views
  2. Bridget Hudacs
    Bridget Hudacs

    Knowledge Vortex Salesforce Functional Analyst • 1y

    To help Finance understand the role of SDRs, you need to explain the role in a way that demonstrates anticipated cost savings and ROI based on work distribution, comp plan(s) and increased sales. Here are some specific questions and a suggested approach to demonstrating your cost savings and ROI: Why do you need to add headcount to the sales organization? Identify the limits/constraints of an AE-only model relative to Total Available Market (TAM) for your business How are these limits/constraint ...Read More

    509 Views
  3. Ignacio Castroverde
    Ignacio Castroverde

    Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y

    These are few elements I would take into account to o enable our finance teams to understand what SDRs represent and have them play a role in structuring territories & OTE. - Educate Finance About SDRs: It has the crucial job of prospecting and qualifying leads, so it can pump your AEs with ready-to-close opportunities. - Give Them the Numbers: Finance is data-driven. Estimate how many more qualified leads, conversion rates and sales SDRs can bring. For instance, if every SDR is able to prod ...Read More

    755 Views

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