SDR to AE ratios (2021)
The average ratio is 1 SDR to 2.6 Account Executives. This is consistent with 2018 findings.
Two things to note. One, smaller companies are much more likely to deploy 1 or more SDRs per AE. And two, even controlling for revenues, High-Growth companies report lower SDR-to-AE ratios than Laggards (1:2.0 and 1:2.8 respectively).
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
