Use this as a working guide, not a passive read. Skim the sections, copy the frameworks, then connect the advice to a real role, interview, call, or account you are working on this week.
Boston SDR offers often combine a base salary, target variable, benefits, and hybrid expectations. Compare them with one model rather than anchoring on the largest OTE.
Massachusetts pay-range disclosure rules took effect October 29, 2025 for covered employers. The Massachusetts Attorney General's guidance explains who is covered and what a disclosed range means. The range still does not tell you quota attainment or territory quality.
Build an Apples-to-Apples Model
Record base, target variable, quota, crediting event, ramp schedule, benefits contributions, equity terms, office days, commute cost, and any guarantee. Convert every number to annual cash, but keep one-time bonuses separate.
Use three scenarios: guaranteed, evidence-adjusted, and full target. If base is $65,000 and target variable is $25,000, full OTE is $90,000. A hypothetical 60% variable realization produces $80,000. Replace that assumption only after asking for cohort-level attainment evidence.
Inspect the Plan, Not the Pitch
Request definitions for qualified meetings, sourced pipeline, accepted opportunities, accelerators, clawbacks, and caps. Ask how many fully ramped SDRs were eligible in the attainment figure and whether departures were excluded. Averages without the cohort can conceal a wide distribution.
Price the Hybrid Requirement
Estimate monthly transit, meals, time, and schedule constraints. Do not pretend commute time has a universal dollar value; choose a value consistent with your own alternatives. Also compare health-plan premiums, deductibles, retirement match, and paid leave.
Boston Offer Questions
- Which range applies to this exact level and location?
- Is variable earned on held meetings, accepted opportunities, or revenue?
- What are the 30-, 60-, and 90-day ramp quotas?
- How often are territories and quotas reset?
- What did the last two promotion cohorts demonstrate?
Use the San Francisco SDR offer guide for another high-cost-market comparison, the entry-level SDR salary guide to calibrate role level, and the OTE negotiation guide to prepare your questions.