Owner.com Publishes a New Rep Benchmark — 20x OTE, $2M+ ARR Per Rep — and Says the Middle Tier Is Gone

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Kyle Norton put concrete numbers on AI-era sales economics: $2M+ ARR per rep as an average rather than a top-performer figure, $100K+ closed-won per BDR per month, and roughly 4x the ARR per rep of SMB competitors, with 20x OTE as the new efficiency benchmark. The corollary he stated bluntly is that AI already outperforms mid-pack reps and that tier 'is gone,' while the best AI-native SDRs are asking two to three times current comp, with $250K+ SDR packages emerging. Best AI-augmented reps reportedly spend 70-80% of time on revenue activity versus 20-30% traditionally.