The Bridge Group · GTM

📊 Report

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The longest-running benchmark on SDR quota, ramp, ratios, comp and time to promotion, drawn from hundreds of B2B companies. Treat the absolute numbers as US-weighted and the ratios as transferable when you plan an India-based team.

Sales Development (SDR) Metrics and Comp Report

From The Bridge Group Benchmark report

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Answers SDR, AE, AM, growth, PMM, RevOps: what do these people actually do all day? I want to start a GTM career in India but I have zero sales experience. What is the realistic first job? I have been an SDR for about 18 months. How do I actually make the jump to AE? How do I set quota, comp and ramp for my first sales team in India without copying a US template that does not fit?

📊 Report

✓ Link checked Free Intermediate

365 B2B companies surveyed on ramp, tenure, attrition, activity and comp. When you want to know whether your ramp is slow or your attrition is normal, this is the reference everyone quotes.

The 2023 SDR Metrics and Compensation Report

From The Bridge Group Report, 20 min read

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Answers How do I know whether a new rep is going to work out before six months have gone by? How do I hire SDRs in India and keep them past four months? How many reps should I hire next quarter, and in what order? One of my reps is at 40 percent of quota. How do I move fast without wrecking the rest of the team? What does a genuinely elite onboarding and ramp program look like, and what does it buy you? How do the best-run sales orgs decide someone is not going to make it, and how fast do they move? What does best-in-class quota attainment actually look like, and what does the shape tell me?

📊 Report

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Drawn from 170 plus B2B SaaS companies, so when a startup quotes you a quota and an OTE you can check both against a median (800K annual quota, 190K OTE at roughly a 53:47 split). Numbers far off the median are not automatically wrong, but they are a question you should ask before you sign.

2024 SaaS AE Metrics & Compensation: Benchmark Report

From The Bridge Group by The Bridge Group 20 min read

Median annual ACV quota for a SaaS AE rose to $800K in 2024, up from $740K in 2022.
Median on-target earnings reached $190K in 2024, up from $167K, split 53:47 base to variable.
OTE has grown over 5 percent a year while quotas grew only about 2 percent.
Quotas differ roughly 2.5x between sub-$25K ACV sellers and $250K+ ACV sellers, across 170+ companies.

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Answers How do I judge a startup's GTM before I join it, so I am not walking into an unhittable number?