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@thecamjwright: Who Should Own Outbound: GTM Engineers or SDRs? I’ve seen dozen…
@thecamjwrightbookmarkx
TL;DR. GTM Engineers vs SDRs isn't a debate — automate outbound below ~250-500 accounts per rep, go human-in-the-loop above it.
Takeaways
- The inflection point: SDRs win on quality for focused account lists; GTMEs win on coverage once you need to work 250-500+ accounts per rep.
- Use GTMEs when market penetration is low (early-stage, lots of targets, small budget) or ACV is $10-25K and can't justify SDR CAC — they can hit 5,000+ accounts with tailored automation.
- Quick math: 5,000 accounts × 1% conversion × $15K ACV = $750K pipeline from one $150K GTME (5:1), vs. two SDRs covering only 1,000 accounts on the same budget.