OK25: How to Build a Profitable Outbound SDR Team: P&L Math, Headcount Decisions, and the 9-Month Payback Reality with Jay Glenn, Founder at Jay Glenn Agency

Grab the SDR P&L Calculator⁠⁠⁠

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Jay Glenn is the founder of Jay Glenn Agency, where he helps B2B companies build financially sustainable SDR programs. After witnessing mass SDR layoffs in 2022, Jay developed a suite of P&L calculators that have become essential tools for SDR leaders proving ROI to their executives.

We discuss:

- Why 2022 was the wake-up call for SDR financial accountability

- The SDR P&L Calculator — walkthrough of inputs, outputs, and the 7.91x return benchmark

- The $50K ACV threshold for sustainable SDR models (and why lower ACVs fail)

- Customer lifecycle as the most underrated profit lever for SDR teams

- When to hire SDRs vs. when to invest in product and full-cycle AEs

- The Headcount Gap Calculator for modeling scale decisions

- Why inbound and outbound need separate conversion rate assumptions

- How to present SDR financials to your board (with or without good news)

Referenced:

- Jay Glenn on LinkedIn: https://www.linkedin.com/in/jayglenn/

- Jay Glenn Agency: https://www.jayglenn.co/

- RepView (SDR compensation data): repvue.com

- Clay (market research): clay.com

- TitanX (phone deliverability): titanx.com

When you're ready

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Chapters:

(0:00) The Importance of Financial Metrics in Sales
(0:52) Realizing the Need for Financial Focus in Sales
(2:07) Efficiency and Market Size Considerations
(4:30) Leveraging Tools for Market Understanding
(5:34) Evaluating SDR Teams: Common Mistakes and Solutions
(7:26) Building and Using Financial Spreadsheets
(10:37) Analyzing Historical Data and Future Planning
(19:55) Scaling and Headcount Considerations
(27:49) Outbound Strategies and Metrics