Note: These are eligibility guidelines. Scores are at the discretion of the Sales Development leadership team based on a teammate's performance against their level.
To receive a "1" rating, an SDR must meet Quota Eligibility requirements and exceed expectations for both Role Scope/Execution and Team/Cross-Functional Impact, supported by examples.
| Score Eligibility | Rolling 6 Month Attainment (*only including fully ramped months) | | --- | --- | | 1 - Distinguished Performance | 130%+ | | 2 - Superior Performance | 111-129% | | 3 - Meeting High Bar | 80-110% | | 4 - Partial Successful Performance | <80% | | 5 - Unsuccessful Performance | <40% |
| Career Framework Expectation | SDR (L1) | Sr. SDR (L2) |
|---|---|---|
| Role Scope/ | ||
| Execution | Meeting Expectations |
Key Competencies: Demonstrates a basic understanding of Sourcegraph's products, sales foundations, sales processes, and values. Efficiently completes routine tasks with close guidance from leadership.
Independence: Begins to participate in pipeline generating activities but heavily relies on leadership for direction and decision-making. Executes low-complexity tasks effectively.
Exceeding Expectations
Key Competencies: Proactively seeks to expand product knowledge, demonstrates initiative in learning more complex aspects of the role, and applies feedback effectively.
Independence: Shows growing confidence in managing higher-complexity tasks with less frequent need for close supervision. Handles prospect interactions independently and performs high quality sales qualification. | Meeting Expectations
Key Competencies: Demonstrates a deep understanding of Sourcegraph's products, sales foundations, sales processes, and values. Efficiently completes routine tasks without guidance from leadership.
Independence: Effectively executes pipeline generating activities for their territory, without the need for leadership direction or decision-making. Executes high-complexity tasks effectively.
Exceeding Expectations
Key Competencies: Displays subject matter expertise amongst their peers, both in product knowledge and in understanding of the customer engagement process. Capable of shaping and implementing process improvements.
Independence: Confidently managing high-complexity tasks without supervision. Handles VP+ prospect interactions independently, and performs high quality sales qualification to accelerate the sales cycle. | | Team/ Cross-Functional Impact | Meeting Expectations
Establish relationships with more tenured teammates, learning and incorporating their best practices.
Begins to build rapport with sales and technical success counterparts, contributing to successful customer interactions.
Shares basic customer feedback with product and engineering teams.
Exceeding Expectations
Proactively seeks mentorship opportunities to learn from more experienced colleagues and starts sharing learnings with peers.
Shows initiative in small cross-functional projects, demonstrating a collaborative spirit and contributing to team goals. | Meeting Expectations
Establishes mentor relationships with new teammates and shares their best practices.
Maintains strong rapport with sales and technical success counterparts for successful customer interactions.
Shares customer feedback with product and engineering teams to improve offerings.
Exceeding Expectations
| Level | SDR (L1) | Sr. SDR (L2) |
|---|---|---|
| Promotion Eligibility | Rolling 6 Month quota attainment of 100% over any 6 month period reviewed. There can be no more than 2 months within this period in which an SDR attains less than 100% of their monthly quota. |
*Months in which an SDR is on a ramped quota are not eligible for consideration.
Promotion eligibility will be reviewed monthly. Promotions will be effective on the 1st day of the month in which promotion eligibility was reviewed.
Reps who receive a 4 or 5 in their most recent impact review will have to show meaningful improvement in displaying sales foundation skills and/or values alignment during the 6 month period being reviewed in order to be considered for promotion.
SDRs (L1s) are eligible for promotion to Sr. SDR (L2). | Rolling 6 Month quota attainment of 100% over any 6 month period reviewed. There can be no more than 2 months within this period in which a Senior SDR attains less than 100% of their monthly quota.
Promotion eligibility will be reviewed monthly. Promotions will be effective on the 1st day of the month in which promotion eligibility was reviewed.
Reps who receive a 4 or 5 in their most recent impact review will have to show meaningful improvement in displaying sales foundation skills and/or values alignment during the 6 month period being reviewed in order to be considered for promotion.
Sr. SDRs (L2s) are eligible for promotion to Team Lead (SDR L3), AE L1, and TA L1. Promotion is subject to head count (HC) opening for a desired role. Once HC has been opened, Sr. SDRs that are eligible for promotion may apply and enter the interview process. |