Agentic AI and the Reinvention of the SDR Role

Agentic AI and the Reinvention of the SDR Role

By Karry Kleeman
3x SaaS Exited CRO | Board Member | Investor | Advisor | GTM Executive

Artificial Intelligence has already transformed how we live and work—but we’re now entering a new era where AI isn’t just assisting, it’s acting. Agentic AI, the kind that takes goal-directed actions autonomously, is beginning to rewrite playbooks across the business landscape. Nowhere is this more evident than in go-to-market strategy.

For decades, building predictable pipeline in SaaS meant hiring armies of BDRs, SDRs, and MDRs. These early-career reps were the engine behind outbound prospecting—booking meetings, qualifying interest, and setting the sales team up to close. But today, forward-thinking companies are using Agentic AI to do more with less—cutting costs, increasing precision, and redeploying human talent where it matters most.

The New Reality for Pipeline Generation

Early-stage pipeline development has always been repetitive and resource-intensive. Researching leads, personalizing emails, tracking responses, qualifying buyers—it’s the type of work that screams for automation. Agentic AI doesn’t just assist with these tasks—it executes them, iteratively and intelligently.

Tools like Regie.ai, Clay, Lavender, and others are now orchestrating end-to-end outbound sequences with minimal human input. These platforms are powered by agents that identify ICP leads, personalize outreach using data from LinkedIn and CRM, A/B test messaging, and even handle the first wave of replies.

Takeaway: Agentic AI is not just accelerating productivity; it’s redefining what “productive” even looks like in early-stage sales.

Human + Agent > Human Alone

This isn’t about replacing humans—it’s about removing the manual. A lean team empowered by intelligent agents can generate more qualified meetings than a larger, traditional SDR team. We’re seeing a shift toward hybrid models, where high-context sales professionals guide strategy and relationship-building, while AI handles everything else.

One experienced BDR paired with an Agentic AI stack now equals the output of 3–5 traditional reps.

Takeaway: The companies winning in this environment aren’t those with the most reps—they’re the ones with the smartest systems.

The Ripple Effect on GTM Strategy

This shift doesn’t just impact hiring models—it impacts organizational design and capital allocation. Companies are redirecting budget from headcount-heavy outbound teams toward AI training, system integration, and buyer enablement.

Meanwhile, AI is also changing how leads are scored, routed, and nurtured. AI-powered chat agents qualify inbound interest in real time. Agents follow up persistently. And AI copilots sit beside AEs, suggesting next steps and even drafting responses.

Takeaway: Sales has never been more dynamic—or more dependent on the technology behind the scenes.

What It Means for the Future

Gartner predicts that by 2026, 60% of B2B sales organizations will transition from experience- and intuition-based selling to data-driven and AI-guided selling. That future is coming fast—and Agentic AI is leading the charge.

Of course, complex enterprise sales still require nuance, emotional intelligence, and strategic thinking. But the days of 100+ person SDR teams grinding through cold calls and generic emails are ending.

Final Thought

The best salespeople won’t be the ones who work the hardest. They’ll be the ones who know how to lead, orchestrate, and collaborate—with humans and with agents.

About Karry Kleeman

Karry Kleeman is a seasoned software executive, go-to-market strategist, and revenue leader. He thrives at the intersection of business growth and human connection, blending a sharp instinct for scaling companies with a deep passion for people and a commitment to infusing a human touch into the process. He is known for bringing energy and clarity to organizations—rallying teams around a common mission, driving execution, and creating momentum that fuels growth.

With a career spanning decades in enterprise software, Karry has built and led high-performing revenue organizations from early-stage startups to IPOs and strategic acquisitions. He has played a pivotal role in scaling multiple companies to successful exits, generating well over $1 billion in enterprise value. At LogicGate, he architected a go-to-market strategy that propelled the company from $1M to $50M in ARR. At SpringCM, he led the revenue function through its $270M acquisition by DocuSign. And at Mobius he helped scale the business from $3M to over $100M, culminating in a successful IPO.

Karry’s ability to inspire and energize teams is a core part of his leadership. Just as he commands attention and engagement when performing live music, he brings the same presence and intensity to leading teams—aligning them around a shared vision, setting the pace, and ensuring everyone is moving in rhythm toward ambitious goals. When he’s not driving business growth, you’ll find him performing classic rock hits anywhere he can find a live mic.