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SDR and BDR team structure template

A sales development team split the way most B2B companies run it: an inbound pod working marketing leads and an outbound pod prospecting named accounts, each with a team lead, both reporting to one head of sales development.

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Use it when

  • You are standing up a sales development function and need to show its shape.
  • You are deciding when an SDR pod is big enough to need its own team lead.
  • You want to show how SDRs map onto the account executives they book meetings for.

Columns in this template

EmployeeName, ManagerName and Title. Pods are simply the team leads’ reporting lines.

The data behind it

This is the whole template — it is an ordinary spreadsheet, and you can paste your own over the top of it.

EmployeeName,ManagerName,Title
Chris Dawson,,Head of Sales Development
Alicia Ferreira,Chris Dawson,Inbound SDR Team Lead
Marcus Hale,Chris Dawson,Outbound BDR Team Lead
Zara Ahmed,Chris Dawson,Sales Development Enablement
Jake Collins,Alicia Ferreira,Inbound SDR
Mia Rossi,Alicia Ferreira,Inbound SDR
Ollie Turner,Alicia Ferreira,Inbound SDR
Nkechi Obi,Marcus Hale,Outbound BDR (Enterprise)
Felix Braun,Marcus Hale,Outbound BDR (Enterprise)
Sophie Laurent,Marcus Hale,Outbound BDR (Mid-Market)
Daniel Kim,Marcus Hale,Outbound BDR (Mid-Market)

How to make it yours

  1. Open the live template — it loads straight into your browser, already charted.
  2. Choose “Use this template” to turn it into your own editable workspace.
  3. Replace the sample people — edit in the grid view, or drop in your own spreadsheet (.xlsx or CSV) and keep the layout.
  4. Export a PNG for free, or a watermark-free PNG, PDF, SVG or CSV on Pro.

Questions

What is the difference between an SDR and a BDR?

Usage varies, but commonly SDRs qualify inbound leads that marketing generates, and BDRs prospect outbound into target accounts. This template keeps them in separate pods under their own team leads, which is how most teams avoid the two competing for the same leads.

How many SDRs can one team lead manage?

Many teams add a team lead at around six to eight reps. Add rows to either pod and you can see the span of control on the chart itself.

Can I show which AE each SDR supports?

Yes. The simplest way is to name the AE in each SDR’s title, for example “Inbound SDR (supports Priya)”. If you would rather chart the AEs too, add them as their own branch under the sales leader.

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