What is the ideal SDR to AE ratio?

Data-backed insights from 939 B2B companies (Q1-Q3 2025)

TL;DR

Industry standard SDR:AE ratio is 1:2 to 1:3. By segment: SMB 1:2, Mid-Market 1:2.5, Enterprise 1:3-1:4. Optimal ratio depends on ACV, sales cycle, and lead volume. Higher ACV allows more AEs per SDR. Source: Optifai Sales Ops Benchmark 2025 (N=939 companies, Q1-Q3 2025)

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Key Findings

Overall Average
1:2.5
Standard SDR:AE ratio
SMB Teams
1:2
Higher velocity, simpler deals
Enterprise
1:3-1:4
Complex, high-touch sales

Ratio by Customer Segment

SMB (ACV <$30K)

High velocity, shorter cycles (20-30 days)

1:2
Mid-Market (ACV $30-100K)

Moderate complexity, 30-45 day cycles

1:2.5
Enterprise (ACV >$100K)

Complex deals, 60-90 day cycles, multi-threading

1:3-1:4

Key Insights

  • ACV drives ratio: Higher ACV allows more AEs per SDR (Enterprise 1:4) because each deal requires longer, multi-threaded engagement. Lower ACV needs more SDRs (SMB 1:2) due to higher lead volume requirements.
  • Lead quality matters: Inbound-heavy teams can support 1:3-1:4 ratios. Outbound-heavy teams need 1:1.5-1:2 due to higher prospecting volume and lower conversion rates.
  • Geographic coverage: Teams covering large territories or multiple time zones often add more SDRs (1:2) to maintain responsiveness.
  • Cost optimization: 1 AE ($120K OTE) + 2-3 SDRs ($60K OTE each) = $240-300K total vs. 2 AEs ($240K). SDR model is 25% more cost-effective when lead volume supports it.

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