SDR accelerators and decelerators: how they work, with numbers
An accelerator pays a higher rate on results above quota. A decelerator pays a lower rate on results far below quota. Both change how pay grows with attainment.
Only need pay and outreach? The SDR Toolkit is £12.99 + VAT.Get the playbook
The example rep
A rep has £55,000 OTE with a 70:30 split between base and variable. Target variable is £16,500 a year, or £1,375 a month.
Accelerators
Our calculator pays 1.0x up to 100% of quota. It pays 1.5x from 100% to 150%, and 2.0x above that.
| Attainment | Variable pay that month |
|---|---|
| 80% | £1,100 |
| 100% | £1,375 |
| 150% | £2,406.25 |
| 200% | £3,781.25 |
The £3,781.25 at 200% is 2.75 times target. Ask finance to approve that figure before you launch.
See inside
Decelerators
A decelerator cuts the rate below a threshold. In this example, attainment below 70% pays at 0.5x.
| Attainment | Variable pay that month |
|---|---|
| 60% | £412.50 |
| 70% | £962.50 |
| 80% | £1,100 |
Crossing 70% adds about £488 at once: 69% pays £474.38, 70% pays £962.50. That cliff surprises reps, so show them the table in advance.
When to use each
- Use an accelerator if you want strong months to feel different from average ones.
- Use a decelerator only if low quality is a real cost to the team.
- Skip both for new reps in their ramp months. Set a ramped quota instead, using the ramp quota calculator.
Risks
- Accelerators reward one big month. A rep may hold deals back to land them in a strong month.
- Decelerators punish reps for bad lead supply as well as bad calling.
- Both add complexity. Reps who cannot explain their plan do not trust it.
Before launch, test the plan at 60%, 100% and 200%. Use the free SDR comp plan calculator. The five plan examples show the maths for five structures.
Next step: take the plan into the free comp calculator for Notion.
Questions
What is an SDR accelerator?
A higher pay rate on results above quota. For example, 1.5x on attainment from 100% to 150%.
What is an SDR decelerator?
A lower pay rate on results far below quota. For example, 0.5x below 70% attainment.
Should SDR plans have accelerators?
Many do. Model the cost at 150% and 200% attainment first, and agree the total with finance.
Also: SPIFF and contest ideas, SDR manager compensation plan.
Related guides
SDR comp plan calculator
Model payouts with accelerators before you launch the plan.
SDR comp plan examples
Five structures compared on one rep and the same months.
SDR and BDR comp plans
OTE benchmarks for the UK, US and Europe, and how to design the plan.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.