Commercial Growth
AI SDRs: redesigning SDR and account executive roles
AI now handles research and first-touch outreach. Sales leaders must decide what SDRs and account executives do next, and how to measure and pay them. The report sets out the considerations and practical implications discussed in the article.
- Format
- PDF · 14 pages
- Published
- Published Oct 2026
- Article
- Read the article
What's inside
- 01AI has taken research and drafting; the open question is the rest
- 02Prospecting capacity is the constraint that AI SDRs are bought to fix
- 03The SDR role was strained before AI, and benchmarks show it
- 04Buyers punish volume, so relevance and consistency become the SDR's real job
- 05Redesign the roles: SDRs orchestrate agents, and AEs architect deals