The Operating System for Outbound Teams
Most first SDR hires fail because there's no ICP, no compensation plan, no process, and no definition of success. SDR Academy gives founders the systems and support to build outbound correctly from day one.
Most outbound teams fail before they start
Founders hire their first SDR and hand them a laptop and a quota. No structure. No clarity. Then 90 days later the pipeline isn't there — and everyone wonders what went wrong.
It’s not a people problem. It’s a structure problem.
Before you make that hire, you need to answer these questions:
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Your comp plan shapes behavior. Without a well-structured plan that rewards quality pipeline, you'll incentivize the wrong activity from day one.
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A defined ICP isn't just a nice-to-have. Without it, your SDR sprays and prays — burning time on the wrong accounts and never building a replicable motion.
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If you haven't defined what a good meeting looks like, your SDR will fill the calendar with anyone willing to show up. That's not pipeline - that's noise.
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SDR turnover is 30–35% within 18 months. The reps who leave aren't lazy can see the ceiling. Define the path before day one.
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Weekly 1:1s with real feedback loops — not just a numbers check. The reps who grow fastest have a manager in the trenches with them, not managing from a dashboard.
Community access includes all three.
The Full Build goes deeper
Community Q&A
A private Slack community where founders and sales leaders ask questions, share what's working, and get direct answers.
Weekly Zoom calls
Live forums where you can ask questions, workshop your motion, and learn from others building at the same stage.
Messaging Reviews
Submit your outreach for direct feedback. Get real input on what’s working, what’s not, and how to improve it.
From the SDRs Who've Been There
“Alton taught me to think differently and set myself apart from every other SDR in the prospect's inbox. He challenged me to think like a closer — treating every outreach as a conversation, not a daily metric.”
SDR → Account Manager, Oracle NetSuite
“Alton helped me shift from pitching a blanket solution to taking a consultative approach. He showed me how to focus on the prospect's specific challenges rather than leading with 'I' statements. That mindset shift built more trust and led to more productive conversations.”
SDR → Account Executive, Oracle NetSuite
“Working with Alton early in my career helped me think more strategically about outreach — balancing volume with quality and approaching every conversation with a consultative mindset. Those lessons made me a stronger SDR and continue to guide me as an AE today.”
SDR → Account Executive, Oracle NetSuite
ABOUT
I’m Alton Heller.
7 years in SaaS sales
SDR and AE at Firstup.io, Jump.ai, and Oracle NetSuite
Still in the trenches
Current, real-world perspective - not theory from 3 years ago
I began my career as an SDR in San Francisco fresh out of college. My leadership team measured my success by dial count. At that point, I decided to focus on my impact to the organization - creating high-quality pipeline that impacts revenue. I figured it out, made it to AE, and spent years watching the same broken pattern repeat itself at every company I joined.
Founders hire their first SDR and hand them a laptop and a quota. No comp plan. No defined ICP. No sequences. No clarity on what a good meeting looks like or what success looks like in 90 days. The SDR is expected to build the motion and hit a number at the same time.
It doesn't work. It never works.
I built SDR Academy because the structure exists. The frameworks exist. But early-stage founders and sales leaders don't have easy access to them - and they don't have a community of people going through the same thing to learn from.
Ways to work with me
Two paths, depending on how much support you need.
COMMUNITY
Join SDR Academy
Access the private Slack community, weekly Zoom calls, and direct messaging reviews. Build alongside other founders and sales leaders who are figuring out the same things you are.
Private Slack community
Weekly live Zoom forums
Messaging reviews & feedback
Comp plan & ICP resources
Peer network of founders & leaders
THE FULL BUILD
Let’s Talk
We build your entire outbound infrastructure from scratch. Everything your SDR team needs to execute - not figure out.
ICP definition
Comp plan design
Sequence build-out
Ramp structure & onboarding plan
Scripts and templates
1:1 strategic sessions
Ready to build?
Join the community. Ask questions, share what you're building, and get feedback from people at the same stage as you.
If you want the Full Build, fill out the same form and mention it - I'll reach out directly.