A Three-Sector SDR Build Delivered 94% SAL-to-SQL Conversion for a Data & Analytics Platform
The client had the demand to support growth, but growth was blocked by the absence of a structured function to convert said demand. Once that infrastructure was in place it produced $5.34M in pipeline within eight months.
An enterprise B2B SaaS data and analytics platform.
Serves three operationally distinct markets.
Each sector runs its own sales organization with distinct buyers and qualification needs.
The Agriculture & Energy Intelligence Platform operated across Weather, Agriculture, and Energy with no dedicated SDR infrastructure, no consistent lead qualification process, and no ability to independently produce pipeline or conversion analytics. Significant inbound volume was being lost to inconsistent follow-up and no accountability between Marketing and Sales.
The client needed a structured SDR function that could generate consistent early-stage pipeline across three operationally distinct sectors at the same time, where a single generalist motion would have failed all three.
Built the role architecture, a 4-week onboarding program, KPIs, and compensation plans benchmarked to industry standards.
Created independent messaging libraries, call scripts (4T framework), and qualification logic for Weather, Agriculture, and Energy.
Launched live inbound sequences and lead routing with signed Marketing-Sales SLAs across all three sectors.
Defined a land-and-expand motion for current customers across all three sectors, extending scope beyond net-new pipeline.
Defined Salesforce and Gong dashboard requirements that became the first pipeline analytics the company could operate independently.
How can the client build a structured SDR function that generates consistent early-stage pipeline across three operationally distinct sectors simultaneously?