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It puts a number on the contraction (36 percent of B2B companies cut SDR teams in 2025, mostly through attrition) while arguing that fully autonomous AI SDRs have not replaced anyone at scale. The resulting shape, fewer and more senior BDRs supported by agents, is the specific planning assumption a leader needs.

The Death of the BDR Role? How AI Agents Are Changing SDR Hiring in 2026

From Landbase by Daniel Saks 12 min read

  • 36 percent of B2B companies cut SDR teams in 2025, mostly through attrition rather than layoffs.
  • Bain Capital Ventures research cited: fully autonomous AI SDRs have not replaced humans at any real scale.
  • Hybrid teams book about 150 meetings a month versus 120, at $390 per meeting versus $625.
  • The BDRs who remain earn more ($110k versus $90k) for strategy and AI tool skill, not volume.
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Answers Which GTM roles is AI actually eliminating, and which are becoming more valuable?
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