eam t t wing and elopmen art 11o v Team structure P Gr managing a sales de Deciding how many accounts each SDR In a recent TOPO study, the ratio varies by company size, with larger companies having more AEs per can handle and how they’re deployed and SDR (likely because larger companies focus more on profitability than growth at any cost): managed is an important part of your ABSD strategy – but there are no fixed answers Ratios of SDRS to sales reps for Ratios of SDRS to sales reps for here. Your structure will depend on your companies under $25m in revenue companies over $25m in revenue goals, deal sizes and AE capacity. 50.0% Average: 1 to 2.1 Average: 1 to 4.4 42.1% 23.5% 26.3% The average ratio is 1 SDR to 2.5 17.6% Account Executives. This ratio is 15.8% 15.8% down sharply from previous reports. 3.0% 5.9% 0.0% As recently as 2014 the ratio was 1:3.9. 1 to 1 1 to 2 1 to 3 1 to 4-5 1 to 6 1 to 1 1 to 2 1 to 3 1 to 4-5 1 to 6 Source: TOPO Sales Development Benchmark Report (February 2015) Another study by The Bridge Group shows a similar split: SDR-to-AE ratio (SaaS vs. Non-Saas) Number of AEs supported by a single SDR 3.4 2.6 2.3 2.5 1.7 1.9 1.5 Less than $5M $5-19M $20-99M $100M+ Source: Bridge Group 2016 benchmarks 117