Outbound SDR Team That Generated 4x Pipeline at One-Third the Cost
Client Snapshot
Client Snapshot
The Challenge
The client needed to triple pipeline ahead of a major growth stage, but scaling the US SDR team was expensive, slow, and difficult to retain. Leadership wanted to test offshore sales development without sacrificing meeting quality.
- The US SDR team had a high fully-loaded cost per rep, making large-scale hiring expensive.
- Average SDR tenure was only 11 months, creating constant ramp inefficiency.
- The CRO needed to scale pipeline quickly before a Series C growth push.
- Previous offshore appointment-setting experiments had produced volume but poor meeting quality.
The VRS Solution
How We Built the Team
Discovery & Assessment
VRS defined an SDR profile focused on conversational ability, resilience, neutral-to-North-American English, and prior experience selling into US and Canadian markets.
Team Recruitment
VRS recruited Filipino sales professionals with experience in BPO sales, US edtech, US fintech, and other North American sales environments.
Training & Onboarding
Candidates were assessed through live conversation testing with native English speakers to validate fluency, confidence, and buyer-facing communication quality.
Process Integration
VRS embedded a former US-trained SDR Manager as Team Lead to manage daily standups, call reviews, coaching, quality control, and performance improvement.
Go-Live & Ramp Up
The offshore SDR team worked US Eastern hours with full night-shift support and premium pay to maintain real-time selling coverage.
Continuous Optimization
VRS co-built a 30-day ramp plan with the client’s sales enablement team and ran weekly calibration calls with the US SDR Manager.
The Results
Pipeline Growth
Pipeline contribution scaled to 4x the pre-engagement baseline within two quarters of full ramp.
Savings per SDR
Reduced annual cost per SDR compared with equivalent US hiring.
AE Acceptance Rate
Offshore-sourced meetings reached an 87% AE acceptance rate, exceeding the US baseline.
