No SDR function
Build a complete SDR organization with director-level leadership, accountability, coaching, and repeatable workflows.
Prepared exclusively for Sugarwork · September 2026
Build the revenue engine before scaling the team.
A director-led plan to create Sugarwork’s first sales development function with clean data, disciplined execution, and a foundation built to scale.
United States firstEurope + LATAM expansion readyEnglish + Spanish execution
The opportunity
Sugarwork can design its SDR function correctly from day one.
With no legacy SDR structure or prospect database to unwind, Sugarwork has a rare advantage: the ability to build a focused revenue-development motion around its actual customers, buying signals, and growth priorities.
The objective is a repeatable engine with clear ownership, reliable data, trained representatives, measurable standards, and strong alignment across Marketing and Sales.
No consistent inbound source
Create a website-visitor motion and align with Marketing on additional qualified lead sources.
No outbound engine
Launch precise targeting, multichannel sequences, calling, and a measurable operating cadence.
No enablement foundation
Create onboarding, SOPs, playbooks, scripts, and training that make future hiring scalable.
Build roadmap
From blank page to operating rhythm.
A deliberate launch sequence protects quality while accelerating time to first pipeline.
01Weeks 1–2
Foundation
Customer analysis, ICP, personas, buying triggers, territory, stack, KPIs, and hiring profile.
02Weeks 2–4
Build
Sequences, scripts, objection handling, routing, CRM stages, dashboards, and inbound workflow.
03Month 2
Launch
Onboarding, live training, call coaching, campaign launch, cadence, and quality assurance.
04Month 3 onward
Optimize
Conversion analysis, message testing, Marketing alignment, performance reviews, and scaling.
At a glance
Option comparison
Internal BuildManaged Pilot
Monthly investmentApprox. $5,583$6,500
Initial termMonth-to-month agreement, billed monthly3-month pilot, billed monthly
TechnologyPurchased directly by SugarworkCore outbound tools included
SDR executionContracted directly by SugarworkIncluded
MotionsOutbound + website-intent inboundOutbound only
Meeting commitmentOptimized against agreed KPIs6 held in Month 1; 8/month thereafter
Operating terms
Clear definitions.
Shared accountability.
Final commercial terms will be documented in the service agreement. These principles make the pilot measurable and protect both parties.
What counts as a qualified meeting?
An ICP-matched prospect with an approved seniority and title who attends a discovery meeting and agrees to learn more about Sugar Works
How does the ramp period work?
The first 10 business days may be used for onboarding, access, ICP approval, data, messaging, domains, and launch. The commitment begins when campaigns are live and required approvals are complete.
What happens with a no-show?
No-shows, will be followed up on to be rescheduled.
What does Sugarwork own?
Sugarwork owns timely meeting attendance, discovery, opportunity management, proposals, and closing. Under Option 1, Sugarwork also directly owns its SDR contracts, software, systems, and data.
Preliminary market hypothesis
Identify Sugarwork’s strongest market opportunities.
Initial US targeting should focus on mid-market and enterprise organizations navigating digital or AI transformation, restructuring, succession planning, rapid scaling, or complex cross-functional process improvement.
These are hypotheses to validate through customer, win/loss, and ICP analysis.Proposed next step
Select the path. Build the engine.
Confirm the preferred option and initial US market, then schedule a kickoff to finalize ICP, access, implementation dates, and the first 30-day launch plan.