Business Development Representative Salary Overview
Business Development Representatives (BDRs) at SaaS companies prospect and qualify outbound leads, building pipeline for the sales organization. They work closely with Account Executives on pipeline handoffs, and typically report to a Sales Manager or Director of Sales. BDRs also collaborate with Marketing Managers on target account strategy and outbound messaging.
The BDR role is similar to the SDR role but is often more outbound-focused, targeting specific accounts and verticals through strategic prospecting. The primary career path leads to Account Executive as BDRs develop the selling skills needed to close deals. View all SaaS salary benchmarks.
Detailed Business Development Representative Compensation Breakdown
Percentile Band | Average Base Salary | # of salaries |
|---|---|---|
| Top 25% | $69,945 | 47 salaries |
| Middle 50% | $52,733 | 89 salaries |
| Bottom 25% | $30,469 | 44 salaries |
What Drives Higher BDR Pay?
Outbound pipeline value generated and conversion rates
Company stage — growth-stage SaaS pays highest for outbound talent
Multi-channel prospecting skills (phone, email, social, video)
Strategic account targeting and ABM experience
BDR Compensation Structure
Base salary is 60–70% of OTE (on-target earnings)
Variable pay tied to qualified meetings and accepted opportunities
Equity is rare at the IC level but growing at early-stage startups
Ramp bonuses and SPIFs common during onboarding period
