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The Sales Development Rep (SDR) persona is built for users who own top-of-funnel pipeline generation. It provides prospect enrichment, personalized outreach at scale, ICP scoring, and objection handling, enabling reps to go from 4-5 quality outreaches per day to 15-20 without sacrificing personalization.

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SDR use cases

The following table summarizes the primary use cases for the SDR persona.

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Set up the SDR persona

1

Open Persona Management

In the Admin Console, click Persona Management and then + Create New Persona.
2

Configure the persona

  • Name: SDR
  • Behavior: “You are a Sales Development Rep. Help research prospects, generate personalized outreach, score ICP fit, build call scripts, handle objections, and create follow-up sequences. Ground all responses in CRM data, data warehouse signals, and public web intelligence.”
  • Enable Memory: ON
3

Set permissions

Enable Access Connections, Access Knowledge Base, Use Email Tools, and Browse Web (SDRs need web research for prospect enrichment).
4

Assign skills

Assign the following skills to the persona:
  • Prospect Research
  • Email Drafting
  • ICP Scoring
  • Call Script Generator
  • Objection Handling
5

Configure starter prompts

Add starter prompts tailored to the SDR role:
  • “Research [company name] before outreach.”
  • “Draft outreach email for [company name].”
  • “Build a call script for [company name].”
  • “Handle ‘we already have a tool’ objection.”
  • “Which prospects should I prioritize this week?”
  • “Build follow-up sequence for [contact name] at [company name].”
6

Assign users and go live

Assign your SDR team members to this persona. They will see the SDR-specific home screen on their next login.

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Walkthrough: prospect research

This walkthrough demonstrates how the SDR persona handles a prospect research request end to end.
1

Send the prompt

Open the Conversational AI and type:“Research [company name] and give me cold outreach angles for their Head of Data Platform.”
2

Review the enriched profile

The AI returns a multi-section prospect profile:
  • ICP Score: A fit rating with rationale based on CRM data, hiring signals, and tech stack analysis.
  • Company snapshot: Industry, revenue, employee count, recent funding, and key initiatives.
  • Trigger events: Leadership changes, product launches, earnings calls, job postings, and expansion signals relevant to your value proposition.
  • Pain points and hooks: Identified challenges mapped to your solution’s strengths, ready to use in outreach.
Persona AI researching a prospect and returning a structured snapshot with positioning, use cases, and team signals.
3

Take action

Click a suggested follow-up such as “Draft the cold email” or “Write a cold call script”, or type your own follow-up prompt. The AI retains the full prospect context.

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Walkthrough: outreach drafting

This walkthrough shows how to generate personalised outreach emails from a prospect research result.
1

Send the prompt

After completing prospect research (or in a new conversation), type:“Draft outreach email for [company name].”
2

Review the generated email

The AI produces a personalized email that includes:
  • Subject line: Tailored to the prospect’s trigger events or pain points.
  • Opening hook: A personalized reference grounded in real signals (not generic flattery).
  • Value proposition: Mapped to the prospect’s specific challenges and tech stack.
  • Call to action: A clear, low-friction next step.
  • A/B variant: An alternative version with a different angle for testing.
3

Edit and send

Review the draft, make any adjustments, and click Send to deliver the email or Copy to use it in your email client.
When you generate outreach from within the same conversation as a prospect research query, the AI uses the full enriched profile to personalize the email. This produces significantly better results than drafting in a fresh conversation.

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Example starter prompts

The following starter prompts are recommended for the SDR persona. Each one maps to a common SDR task.
  • “Research [company name] before outreach.”
  • “Draft outreach email for [company name].”
  • “Build a call script for [company name].”
  • “Handle ‘we already have a tool’ objection.”
  • “Which prospects should I prioritize this week?”
  • “Build follow-up sequence for [contact name] at [company name].”