Tenbound and Headcount presents the top 20 SDR teams by size

The companies with the largest SDR totals are:

Salesforce (2,406)

Dell (2,170)

Oracle (1,860)

IBM (1,720). Sources below. 

Company SDRs Website
Salesforce 2,406 https://www.salesforce.com/
Dell 2,170 https://www.delltechnologies.com/en-us/
Amazon 1,980 https://www.aboutamazon.com/
Oracle 1,860 https://www.oracle.com/index.html
IBM 1,720 https://www.ibm.com/
Microsoft + Linkedin 1,633 https://www.microsoft.com/en-us/
Google 1,082 https://about.google/
DocuSign 809 https://www.docusign.com/
Cisco 727 https://www.cisco.com/
Adobe 514 https://www.adobe.com/
VMware 491 https://www.vmware.com/
HP 472 https://www8.hp.com/us/en/hp-information.html
Paychex 336 https://www.paychex.com/
Autodesk 308 https://www.autodesk.com/company
Zoom 297 https://zoom.us/
NetApp 291 https://www.wwt.com/
RingCentral 228 https://www.ringcentral.com/
Zoominfo 225 https://www.zoominfo.com/ 
Citrix 222 https://www.citrix.com/

Quick take: 

Why Sales Development?

Companies that hire Sales Development teams convert 40% leads more than companies with quota-carrying reps that convert only 5% of leads.

To target more enterprise customers, outbound prospecting is essential to a company’s pipeline building strategy.

50% of software companies with sales under $25 million have at least one SDR per sales representative; over $25 million, the ratio is 1 SDR for every 2 sales reps. 

The types of companies and/or industries that hire Sales Development Representatives are enterprise software and network solutions, internet, computer hardware, and software, IT services, technology, telecommunications/communications, human resources, and payroll technology, financial services, electric (mechanical engineering),and biometrics.

As of May 20, 2021, the average annual pay for an SDR in the U.S. is $49,537 per year.

 Virginia, Massachusetts, California, Texas and Washington D.C. are among the highest paying states for Sales Development Representatives (SDRs).  

The following cities are paying the highest salaries for Sales Development Representatives (SDR): Santa Clara/San Francisco, California and Austin, Texas. 

An SDR salary is a major investment to a business after factoring in commission, infrastructure, taxes, benefits, perks, and tech subscriptions, this role will cost a company on average $6,400 per month- and the average tenure for the role is only 14.2 months. 

Top performing SDRs spend 22% more time on external interactions than low-performers. 

76% of business leaders think remote sales interactions are more effective than in-person engagements when prospecting for new customers. 


For this research on Sales Development teams in the U.S., we leveraged the most reputable sources of information that were available in the public domain, including Gartner, McKinsey, Zippia, ZipRecruiter, Glassdoor, Macrotrends, LinkedIn, Forbes, Autoklose, and Hire Assemble. 

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