SaaStr AI Day Live: How to Build AI SDRs to Convert More Inbound with Qualified

Why It Matters

Adopting inbound AI SDRs lets revenue teams extend 24/7 coverage and speed responses without continuous hiring, boosting conversion and pipeline efficiency while lowering onboarding churn; success depends on rigorous training, realistic SLAs and measured rollouts.

Summary

Qualified CMO Mara Rivera and VP of DemandGen Sarah McConnell outlined how to deploy inbound AI SDR agents—like their Piper—to scale lead engagement across use cases such as after-hours coverage, low‑priority traffic, demo form follow-ups and high‑intent pages. They advised treating AI agents like human SDRs: onboard and train them with the same assets, set realistic SLAs and targets based on the agent’s remit, define handoff rules, and iterate with coaching. The presenters described a phased rollout (crawl, walk, jog, run) that began with after‑hours coverage and expanded to full site deployment, enabling faster speed‑to‑lead and measurable pipeline contributions. They cautioned against expecting identical outcomes to human SDRs when agents handle different traffic types and stressed tailoring goals accordingly.

Original Description

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