Yan Balau

Spent the last year building outbound tools and watching AI SDRs ship. Here's what I think the AI SDR wave got wrong. They put autonomy in the wrong place. A human SDR's job is mostly thinking, figuring out which account is worth pursuing, what's going on inside it, what to say, when to say it, when to push, when to wait. Sending the email is the easy part. AI SDRs automated the easy part. They send on autopilot, then tap a human on the shoulder the moment a reply lands. Read more