AI and work · Sales teams
Did AI kill the SDR role?
Not in headcount. SDRs were 6.7% of software sales teams in March 2026, against 6.8% a month after ChatGPT launched.
6.7%of software sales teams were SDRs in March 2026
Ken Research.
Original studies on how B2B companies sell, hire and market. Each one asks a single question and answers it with a number you can check.
1 study 2 topics Updated
What we study
Sales teams, hiring and org design, websites and pricing, founders, and how AI is changing the work. The questions B2B teams argue about without data.
The data
The company, career and website records Ken already uses for sales and outreach, reused for research. Millions of public work histories and company sites.
Who writes it
Cristian Frunze, founder of Ken, writes every study. The methodology PDF holds every number, every method and every limitation.
Featured studyAI and work Oct 20, 2026
Did AI kill the SDR role?
Not in headcount. SDRs were 6.7% of software sales teams in March 2026, against 6.8% a month after ChatGPT launched.
6.7%of software sales teams were SDRs in March 2026
Figure 1
The SDR share of software sales teams barely moved after ChatGPT
Every study.
Newest first. Each row leads with the study's headline number.
How a study gets made.
- 01
Hypothesis first
The question, the prediction and what would prove it wrong are written down before any data is pulled.
- 02
Aggregates only
Numbers are counted across thousands of people and companies. Groups under 50 people are suppressed.
- 03
Checked twice
Before a study is published, every headline number is recomputed from the raw extract with separate code.
- 04
Full methodology
Every study ships with a PDF that lists the data, every method, every number and every limitation.
