Who these people are
- First-line outbound and inbound qualification specialists.
- Often early-career, but increasingly a deliberate specialism in its own right.
Roles we recruit
SDR recruitment
The SDR role has changed more than any other in the last few years. Tooling can now write a passable email in seconds, which means the differentiator is research quality, judgement and the willingness to have a live conversation.
When to hire
- Your AEs are spending too much time prospecting and not enough time closing.
- You have a defined ICP and a message that works, and now need volume.
- You want a talent pipeline into AE roles.
What strong candidates look like
- Can explain how they choose which accounts to work, not just how many they contacted.
- Are comfortable on the phone and can recover from a cold opening.
- Show evidence of coachability: what they changed after feedback.
- Write clearly in their own voice.
Modern GTM capability
- Prospecting and sequencing platforms.
- Sales intelligence, intent data and enrichment.
- AI-assisted account research and personalisation, used to save time rather than to mass-produce noise.
- CRM and activity hygiene.
Human selling ability
- Curiosity about the customer's business.
- Confidence in unscripted conversation.
- Persistence without irritation.
- Note-taking and handover quality.
How we recruit this role
- We assess conversation quality directly rather than relying only on a CV.
- We test whether candidates can explain a research process, not recite a tool list.
- We calibrate expectations on salary and progression before interview.
Assessment
How we screen for sdr recruitment
The same five stages apply to every role we recruit. What changes is the weighting: the evidence that matters, and how much of the decision rests on mindset and fit.
Stage 1: Experience and evidence
What has this person actually done?
We get specific about the numbers and the environment behind them, in the same format for every candidate, so you can compare people rather than compare CVs.
Past performance is evidence, not a forecast. A strong number in a business with exceptional inbound tells you very little about a cold market, and we say so.
Includes
Quota, attainment and how it moved across the last three periods · Average deal value and sales cycle length · Market, customer type and the ICP they actually sold into · New business versus account growth, outbound versus inbound
Stage 2: How they sell
What happens when this person has to actually sell?
We take them through real situations rather than competency questions, because selling is a behaviour and you can hear it.
Includes
Discovery: the questions they ask and the order they ask them in · Listening ratio, and whether they follow the thread or return to a script · Prospecting method and how they choose who to approach · Building rapport without performing
Stage 3: Modern GTM capability
Can this person operate inside a modern revenue team?
Technology should give a seller more time in front of buyers. We check they understand that, and that they use it with judgement rather than for volume.
Nobody needs experience of every platform, and we do not screen on a tool list. The principle is simpler: a strong modern seller can explain how technology makes them more effective, and where it makes them worse.
Includes
CRM discipline in Salesforce or HubSpot: clean pipeline, honest stages, useful notes · Conversation intelligence such as Gong, and what they changed after listening back · Sequencing and engagement platforms such as Outreach or Salesloft · Data and intelligence tools: Apollo, Lusha, Cognism, Clay, LinkedIn Sales Navigator
Stage 4: Mindset and motivation
Why does this person sell, and what happens when it gets hard?
This is the stage most processes skip and the one that most often explains a failed hire. It is a proper conversation, not a personality questionnaire.
The goal is meaningful human understanding, not a psychometric score. We report what we heard and where we are unsure.
Includes
Why they chose sales, and whether they actually enjoy selling · What motivates them beyond the commission plan · Ambition: what they want to be doing in three years, and how realistic it is · Resilience and how they describe a bad quarter
Stage 5: Human and cultural fit
Where is this person most likely to thrive?
We are not looking for people who all sound the same. We are working out which environment brings the best out of this particular person, and whether that is yours.
Cultural fit is not a code word for people who resemble the existing team. Used properly it is the difference between a good hire and a good hire in the wrong place.
Includes
Communication style, and how it lands with your buyer · Personality and values, described honestly rather than flatteringly · The working environment they perform best in · The management style that gets the most out of them
Common questions
Frequently asked
- Should SDRs use AI tools?
- Yes, for research, prioritisation and drafting. The failure mode is using AI to increase volume without improving relevance. We screen for that difference.
- Do you place SDR teams as well as individuals?
- Yes. Adroit can recruit individual SDRs or build a complete SDR pod as part of a wider team build.
Related roles
Other roles we recruit
Most hires sit alongside another role. These are the ones we are asked about most often in the same conversation.
Which service fits this hire
One hire like this is usually permanent recruitment. Several connected hires — a pod, a new region, a rebuild — is a team build.
Hiring for sdr?
Tell us where this role sits in your team and what it has to deliver. We will tell you who is realistically available for it.