How to Build an SDR Team from Scratch
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Building an SDR team is hard.
It’s months of effort, dozens of interviews, playbooks to build, tech to configure, admin to wrangle, and after all that, if you get even one part wrong – the whole thing can fall flat.
This session is designed to help you avoid that.
Whether you’re launching your first outbound function or fixing one that’s stalling, get a practical look at what it really takes to get SDR right from people who’ve built, rebuilt, scaled and optimised sales development teams across Europe and North America.
Real-world experience from people who’ve done it.
durhamlane and Salesloft and SDR Leaders of EMEA came together for a tactical, honest and practical conversation about what it really takes to build sales development that drives consistent, meaningful pipeline.
What we covered
Hiring for performance
- What level of rep you can get (and afford)
- What to look for in interviews and red flags to avoid
- How to spot top performers early
Onboarding with intent
- What new SDRs need in their first 30-90 days
- Early signs you’ve made the right (or wrong) hire
- What to prepare before day one
Tooling & Enablement
- What’s essential (and what’s a distraction) in your first 6 months
- How much to invest in tech, data and training
- Why overbuilding too early can slow you down
Leadership & Metrics
- When to add management, and what that role really requires
- The unseen costs of running a team
- The numbers that actually matter in the early months
Meet the Speakers
Richard Lane
Co-Founder, durhamlane
With over 20 years of commercial experience, Richard co-founded durhamlane to help B2B companies grow faster through high-performing outsourced sales development. He’s worked across sectors, geographies and GTM models, and knows exactly what’s required to drive consistent, measurable pipeline from SDRs – whether in-house or outsourced.
Mark Niemiec
Chief Revenue Officer, Salesloft
As CRO at Salesloft, Mark oversees global revenue strategy, including Sales Development. With decades of experience building and scaling commercial teams across SaaS, Mark brings a deep understanding of the people, processes and platforms that enable consistent outbound success.
Davild Wilkins
Founder, SDR Leaders of EMEA
David founded SDR Leaders of EMEA – a peer network and resource hub for outbound teams across the region. He brings a front-line perspective on what’s working (and what’s changing fast), supported by data, benchmarks, and insights from hundreds of sales development professionals.
Skip the guesswork and learn what works.
Book a meeting with Sam
Business Development Manager
Sam has years of experience working with financial service providers looking to fuel their growth and expand their market presence.
