SDR Team Size Calculator
Work backwards from your new revenue target to the meetings your SDRs must book and the headcount to hire. All inputs are your own assumptions, so replace the defaults with your real numbers.
Inputs
Results
To hit $100,000 of new ARR a month you need about 32 meetings a month, which is 3 SDR hires at an 80% ramp and availability factor.
How to use this tool
- 1
Enter your monthly new ARR target and your average deal size.
- 2
Enter your funnel conversion rates: opportunity to closed-won and meeting to opportunity.
- 3
Enter how many meetings a fully ramped SDR books per month and your ramp and availability factor.
- 4
Read the meetings you need each month and the SDR headcount to hire.
Use cases
Annual hiring plans
Turn next year's revenue target into a defensible SDR headcount plan.
Deciding whether to hire or outsource outbound
See how many SDRs the plan needs before choosing to recruit or bring in a partner.
Stress testing a plan when win rate drops
Lower the win rate to see how many more meetings and SDRs the same target requires.
Setting SDR meeting quotas
Work out the monthly meetings each SDR must book for the team to hit the number.
Frequently asked questions
How many SDRs do I need?+
It depends on your revenue target, deal size, funnel conversion rates and how many meetings one SDR books. This calculator works backwards from your target to the headcount.
How does the SDR team size calculation work?+
Target divided by deal size gives deals, which you divide by win rate and meeting-to-opportunity rate to get meetings, then divide by meetings per SDR.
What is the ramp and availability factor?+
New, sick or on-leave SDRs are not fully productive, so the factor discounts headcount to reflect that no team is fully ramped at once.
How many meetings should an SDR book per month?+
It varies widely by market, ICP and channel. Use your own recent data rather than a generic benchmark.
Should I hire SDRs or outsource outbound?+
Hiring gives control but takes time to recruit and ramp. Outsourcing can start faster, so compare time to first meetings and cost per meeting for both.
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