Outbound Kitchen - B2B Sales Podcast OK25: How to Build a Profitable Outbound SDR Team: P&L Math, Headcount Decisions, and the 9-Month Payback Reality with Jay Glenn, Founder at Jay Glenn Agency
Jan 29, 2026
Jay Glenn, founder and CEO of Jay Glenn Agency who builds financially sustainable SDR programs. He discusses SDR P&L calculators and the 9-month to 18-month payback reality. Topics include efficiency benchmarks, the $50K ACV threshold, when to hire SDRs versus invest in product, headcount gap modeling, and separate conversion rates for inbound vs outbound.
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Model SDR Returns With A Calculator
- Use an SDR P&L calculator to model inputs (costs, ACV, conversion rates) and outputs (program return, payback).
- Report program return and payback timeline to contextualize investment for executives.
SDR Payback Typically Appears By Month 9–18
- SDR programs commonly hit profitability between 9 and 18 months depending on sales cycle and ramp.
- Early months often show red before a handful of large closes push the program into positive territory.
Use Customer Lifecycle To Multiply Value
- Track average customer lifecycle as a core lever to multiply SDR value.
- Align SDR targeting to ICP segments that yield longer customer lifecycles to increase program LTV.