The XDR Playbook | Evolution of the SDR Role

What’s Inside the Playbook

This playbook explains how the SDR role evolves inside modern GTM systems.

Redesign the SDR role into an XDR function
Expand SDR ownership beyond cold outbound
Combine inbound, outbound, and signal-led execution
Use AI to support research, prioritization, and follow-up
Align XDRs with content, RevOps, and sales teams
Measure performance beyond meetings booked

All frameworks are production-tested and reflect how DevCommX runs XDR models inside high-performing GTM systems.

Who Will Benefit Most From This Playbook

Founders rethinking

Sales leaders modernizing

Rep leverage

Multi-channel execution roles

If your SDRs are stuck doing low-leverage work, this playbook shows how to upgrade the role without increasing headcount.

Why This Playbook Matters

The buyer journey no longer lives in one channel.

Cold-only SDRs can’t keep up.
Volume-first outreach breaks trust.

Experience over interruption
Signals over scripts
Multi-channel execution over single-threaded outreach
Systems that amplify human reps

This playbook helps teams move from SDRs as dialers to XDRs as revenue operators.

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