GTM ClubThe SDR owns the top of the funnel: the list, the sequence, the replies, the first call, and the handover. Measured on meetings booked, and increasingly on meetings that turn into pipeline rather than meetings alone.
The role is changing fast. The research and first-draft work that filled an SDR's day is moving to tools and models; what is left is judgment, calls, and the conversations no model can have. The good SDR of 2026 runs the machine rather than being it.