Should the SDR role still exist in today’s sales environment?

In this episode, Jarod Greene talks with Kate VanLue, VP of Revenue at AudiencePlus, about why she believes AEs should own the full journey from meeting booked to closed revenue.

Kate shares how the traditional SDR model has shifted into pure volume work that adds little value for sellers or prospects. She explains why compensation plans should reward AEs for carrying opportunities end-to-end, and how AI, events, and human connection are shaping better ways to create pipeline. Her perspective is clear: the future belongs to teams that replace high-volume outreach with real relationships and accountability.

In this episode, you’ll learn:

• Why the SDR role struggles to add value – High activity doesn’t always equal revenue
• What happens when AEs own meetings – Better conversion rates, stronger relationships, and cleaner incentives
• How teams can rethink pipeline generation – Use AI for signals, invest in events, and keep humans at the center

Things to listen for: 

(00:00) Introduction

(01:30) Why AEs outperform when sourcing their own deals

(03:04) Rethinking SDR roles and sales comp strategy

(04:40) Building enterprise sales talent without SDRs

(05:13) How AI changes go-to-market entry roles

(06:09) Why real human connection still matters