Awesome company, but the SDR org needs MAJOR change. - Sales developement representative Toast Inc Employee Review

The expectations are not realistic. Only a fraction of SDRs (~25%) are hitting quota, while the majority are not. Management refuses to do anything to help us. We're pressured to focus on "activity" rather than what is actually working. Toxic and stressful work environment. Burnout is rampant across the entire org. Upper management is completely inflexible about changing processes to include methods that would actually help set us up for success. The biggest issue with the majority of SDRs not hitting quota is how our pay structure is set up. Even if you're one demo shy of quota, that's a difference of $1k+ on our commission checks. We're told OTE is $72.2k/year and that "the majority of SDRs hit quota" because of how "easy" it is to hit during our interview processes when that's just not the case. It's easier to be put on a performance plan and be fired here than it is to hit quota. It's also impossible to move onto other roles in the company because you're required to hit quota in order to be considered for even a lateral move.