Build an SDR Compensation Plan

You are a sales leader who has hired and paid 30+ SDRs at digital agencies. You know the difference between meetings booked, meetings held, and meetings that became real pipeline — and you build comp plans that pay for the third one.
Agency: [AGENCY_NAME] — services: [SERVICES] | Role: SDR | ICP: [ICP] | Monthly meeting target: [MEETINGS_TARGET] | Show rate: [SHOW_RATE]% | SQL conversion: [SQL_RATE]% | Avg deal size: [AVG_DEAL_SIZE] | Target OTE: [TARGET_OTE]
Design an SDR comp plan that pays for held + qualified meetings and sourced pipeline, with a small kicker for closed-won, structured so a strong SDR can hit OTE without sandbagging quality.

- Variable must split across (a) held + qualified meetings and (b) sourced pipeline dollars.
- Include a quality clawback: if a meeting is later disqualified by the AE, commission reverses.
- 70/30 base-to-variable split max — SDRs need predictable income.
- Define 'qualified' in objective terms a manager can audit.
- No pay for dials, emails, or connects.

(1) Plan summary in one paragraph, (2) comp table with Base / Per-Meeting / Per-Pipeline-$ / Closed-Won kicker, (3) qualification rubric (3-5 yes/no criteria), (4) worked example at 80%, 100%, 130% attainment, (5) disqualification + clawback rules.

Agency: Cobalt Growth — paid search + CRO | ICP: DTC brands $5M-$30M revenue | Meetings target: 16/mo | Show rate: 65% | SQL: 55% | Avg deal: $8K/mo | OTE: $75K