SDR draw during ramp: recoverable or non-recoverable
A draw is variable pay a new SDR receives before they have earned it. It covers the ramp months, when meetings take time to arrive.
There are two kinds. A non-recoverable draw is a guarantee. A recoverable draw is an advance the rep pays back from later commission.
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The example rep
The figures below are an illustration, not market data. The rep has £55K OTE at a 70:30 split. That makes £1,375 of variable pay a month at full quota. The draw runs for three months at 100%, 75% and 50% of that target.
| Month | Draw paid |
|---|---|
| 1 | £1,375.00 |
| 2 | £1,031.25 |
| 3 | £687.50 |
| Total | £3,093.75 |
Non-recoverable draw
The rep keeps the draw. From month 4 the rep earns commission on results only.
- Cost to the company: £3,093.75, whatever the rep delivers.
- Effect on the rep: no debt, so no reason to leave early.
If the rep earns more than the draw in a month, pay the higher amount. Write that rule in the plan.
Recoverable draw
The company tracks what it advanced. Later commission pays the balance down.
Say the rep earns £1,200 of commission over the three months. The balance is £3,093.75 minus £1,200, which is £1,893.75. The plan then states one of two things:
- The balance is deducted from commission earned after month 3.
- The balance is written off at the end of ramp.
The first option protects the company. It also starts the rep in debt, which can drive good reps to leave.
See inside
Choosing
- Use a non-recoverable draw for new reps in their first quarter. It is simple and fair.
- Use a recoverable draw only if you can explain the payback rule in one sentence.
- Do not make a rep repay a draw after they leave. Have a lawyer check the contract first.
Ask for legal advice on any deduction from pay. Rules differ by country.
Link the draw to the ramp quota
The draw should follow the ramp quota, not run alongside a full one. Use the ramp quota calculator to set the monthly goal. Then test the plan on the comp plan calculator. For pay above quota, see accelerators and decelerators.
Next step: model the plan in the free comp calculator for Notion.
Sources
Questions
What is a draw in SDR compensation?
Variable pay paid in advance of results, usually during the ramp months.
What is the difference between a recoverable and a non-recoverable draw?
A recoverable draw is paid back from later commission. A non-recoverable draw is kept.
How long should an SDR draw last?
Match it to the ramp. The Bridge Group's 2025 average ramp is 3.0 months. Set it to the length of your own ramp.
Related guides
SDR ramp quota calculator
A fair quota for each of a new rep's first months.
SDR comp plan calculator
Model payouts with accelerators before you launch the plan.
SDR accelerators and decelerators
How each works, with pay worked at 60%, 100% and 200% of quota.
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.