Northwind folds its SDR team into marketing
The company says shorter buying cycles made a separate outbound function hard to justify. Former team members describe a rushed transition.
News report. Claims are attributed to the sources listed at the end of this post.
Northwind will move its twelve-person sales development team under its marketing organization starting next quarter, according to a company announcement. The team previously reported to the head of sales.
In an interview, Northwind’s VP of Revenue said the change reflected shorter buying cycles in its core segment: “Most of our pipeline now starts with inbound intent. Having two teams chase the same accounts was creating friction.”
Two former SDRs, who asked not to be named because they are still in contact with the company, described the transition as rushed. One said compensation plans for the new structure had not been shared when the change was announced. Northwind did not respond to a follow-up question about compensation by publication time.
What we don’t know yet
It’s not clear whether quotas or headcount will change. Northwind declined to say whether any roles would be eliminated.
Sources
- Northwind company announcement (fictional sample source)
- Interview with Northwind’s VP of Revenue (fictional sample source)
- Two former Northwind SDRs, speaking on background (fictional sample sources)
Spotted an error? See how we handle corrections.
Responses
No responses yet.
Responses open when reader accounts launch. Until then, you can write a full post in response. Responses will follow our moderation guidelines.