Breaking into tech sales as a Sales Development Representative (SDR) can be an exciting and lucrative career move. But before you jump at the first offer, take a step back. Not all SDR roles are created equal, and choosing the wrong one could lead to burnout, frustration, and stagnation.

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To set yourself up for long-term success, you need to evaluate key factors that impact your earning potential, career growth, and overall job satisfaction.

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Here’s what you must consider before saying yes to an SDR offer.

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1. Compensation: Understanding the Full Package

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Tech sales is known for competitive pay, but not all SDR compensation structures are fair or achievable. Look beyond just the base salary and ask about:

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• Base Salary vs. Commission: Is the commission realistic based on past SDR performance?

• On-Target Earnings (OTE): What percentage of SDRs actually achieve their OTE?

• Bonuses and Accelerators: Are there additional incentives for over performing?

• Quota Attainability: How often do SDRs hit their targets?

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Pro Tip: A high OTE sounds great, but if few SDRs actually hit their numbers, it could be a red flag. Always verify earnings potential with current employees.

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2. Career Growth Opportunities: Will This Role Help You Level Up?

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Most SDRs don’t plan to stay in the role forever—it’s a stepping stone to becoming an Account Executive (AE), Sales Manager, or even VP of Sales. Before accepting an offer, evaluate:

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• Internal Promotions: Does the company promote SDRs into closing roles?

• Typical Career Path: How long does it take for top SDRs to move up?

• Training & Development: Does the company invest in skill-building and mentorship?

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Growth Insight: Some companies keep SDRs stuck for years, while others promote them within 6-12 months. Choose a company that prioritizes internal growth.

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3. Quota Expectations: Are They Realistic?

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Many SDRs fail not because they aren’t good, but because their quotas are unrealistic. Ask about:

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• How quota is structured (meetings booked, pipeline generated, etc.)

• What percentage of the team consistently meets quota

• Support systems in place (automation, inbound leads, etc.)

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Reality Check: If only 10% of the SDR team is hitting quota, that’s a major red flag.

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4. Work-Life Balance: Avoiding SDR Burnout

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Sales is demanding, but some companies push their reps too hard. Consider:

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• Expected working hours (Do SDRs work nights and weekends?)

• PTO and company culture around taking time off

• Turnover rate (High turnover could signal a toxic culture)

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Balance Matters: A role that respects work-life balance will keep you performing at your best without burning out.

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5. Tech Stack: Will You Have the Right Tools?

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Your productivity as an SDR depends on the tools you have. Before accepting an offer, check if they provide:

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✅ CRM Software (Salesforce, HubSpot)

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✅ Automation Tools (Outreach, SalesLoft)

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✅ Prospecting Databases (ZoomInfo, Apollo.io)

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✅ AI-Powered Sales Tools (Gong, Chorus)

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Why It Matters: A company that invests in top-tier sales technology makes your job easier and your results stronger.

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6. Market and Product Viability: Is This a Good Company to Sell For?

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Selling a bad product—or one in a crowded, competitive market—will make hitting quota a nightmare. Do your research on:

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• Product-Market Fit (PMF): Is there demand for what you’re selling?

• Competitor Landscape: How does the company stack up against competitors?

• Customer Reviews: Are customers happy with the product?

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Reality Check: If customers are unhappy or the market is oversaturated, you’ll struggle to book meetings.

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7. Sales Training and Onboarding: Will You Be Set Up for Success?

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The best companies invest in robust onboarding and continuous training. Ask about:

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• Length of onboarding (Is it 1 week or 6 weeks?)

• Ongoing coaching and mentorship

• Sales playbooks and call scripts

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Why It Matters: If you’re expected to hit the ground running without proper training, it could be a setup for failure.

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8. Leadership and Team Culture: Who Will You Be Working With?

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Your sales manager and teammates will heavily influence your experience. Look for:

• A supportive manager who provides coaching, not just pressure

• A team-oriented culture where reps help each other

• A leadership team that prioritizes sales enablement

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Talk to Current SDRs: Ask about their experience with leadership and team dynamics before making a decision.

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9. Work Environment: Remote, Hybrid, or In-Office?

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With remote work becoming more common, it’s important to know:

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• Is this role remote, hybrid, or fully in-office?

• Are there mandatory in-office days?

• What tech/setup support is provided for remote SDRs?

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Pro Tip: If remote flexibility is important to you, don’t settle for a company that expects SDRs to be in-office full-time.

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‍10. Your Gut Feeling: Does This Feel Like the Right Move?

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At the end of the day, trust your instincts. If something feels off—whether it’s the pay structure, leadership style, or company culture—dig deeper. Ask more questions. Speak to more people.

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✅ If the offer checks all your boxes, it’s a great sign.

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🚩 If multiple red flags pop up, keep looking.

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Final Thoughts: The Right SDR Role Can Make or Break Your Career

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Before saying yes to an SDR offer, take the time to evaluate pay, growth opportunities, culture, tech stack, and leadership. The right role will set you up for success, while the wrong one can leave you feeling stuck.

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Want to break into tech sales? Sales Dojo offers a live, interactive zoom class designed for those looking to make the transition. Apply now here to kickstart your career in tech sales!

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