SDRs and BDRs

Generate qualified pipeline without tool switching

Build a daily target queue that already shows fit, context, and sequence readiness.

Start free trial Talk to sales

Day in OpeRev

A day in OpeRev for SDR/BDR teams.

Start with accounts showing motion, enrich the right contacts, and enroll only the records that are ready for reviewed outreach.

  1. Build list
  2. Enrich records
  3. Score fit
  4. Enroll sequence
  5. Follow up
Scored prospect list Example records shown
Website intent spikeRidgeway SystemsDana LeeICP scoreSequence readiness
Website intent spike Hiring SDRs + HubSpot New
Ridgeway Systems ICP 91, Tier 1 Prioritize
Dana Lee RevOps lead Enroll
Sequence readiness 3-step outbound ready Review
Next outcome A rep can see which accounts are ready, why they fit, and what follow-up should happen next.

Pain

What breaks for SDR/BDR.

The daily question is not just who is on the list. It is who is ready to enroll right now, and why.
  • Prospecting data lives outside outreach.
  • Reps waste time researching the wrong accounts.
  • Managers cannot see where pipeline actually started.

Workflow

The role-specific operating path.

  1. Build list
  2. Enrich records
  3. Score fit
  4. Enroll sequence
  5. Follow up

Product surfaces

The SDR/BDR workflow uses these connected surfaces.

Example records show the role motion without implying customer proof.

Contact Database

Prospecting starts with one usable contact layer

Import, map, dedupe, tag, search, and score contacts in the same workspace where campaigns, sequences, deals, and customers live.

Revenue workspace
Dana Lee Connected to Ridgeway Systems, Expansion campaign, and Pipeline review
Dana Lee RevOps Lead Ready
Ridgeway Systems ICP 91 Tier 1
Website intent spike Hiring SDRs New
Expansion campaign Outbound angle Review

ICP Scoring

Score the market against the profile that matters

Build your ICP across firmographic, technographic, persona, behavioral, and anti-ICP inputs, then apply it to every record.

Signal workspace
ICP score 91 Tier 1

Ridgeway Systems matches the strongest ICP signals while no-fit flags stay visible for review.

Firmographic fit28 / 30Strong
Technology signal22 / 25Strong
Buyer persona24 / 25Strong
Intent signal17 / 20Active
Anti-ICP flags0Clear
Suggested next action Review Expansion campaign angle before launch.

Sequences

Sequences launch from shared revenue context

Enroll contacts from lists, ICP tiers, or campaigns and track progress through each outreach step.

Example workflow
Expansion campaign Dana Lee enrolled after operator review
  1. EmailOpen with hiring growth signalDay 0
  2. Wait3 business daysQueued
  3. EmailConnect pipeline pressure angleDay 3
  4. EmailClose loop with useful teardownDay 8

Specific outcomes

The practical result for the team.

Cleaner daily queues

Reps spend more time working qualified records and less time fixing list quality.

Clearer enrollment decisions

Fit score, signal, and contact context sit next to sequence readiness.

Better manager visibility

Pipeline source stays attached to the prospecting work that created it.

Relevant objects

Start with the workflows that matter for sdrs and bdrs.

Website intent spikeRidgeway SystemsDana LeeICP scoreSequence readiness

A rep can see which accounts are ready, why they fit, and what follow-up should happen next.

Connected teams

See how other teams work in the same system.

Switch roles without splitting the revenue graph.

Account Executives

Close with account context already connected

Account executives lose time when deal context, attribution, and next action clarity have to be reconstructed after handoff.

  1. Review account
  2. Inspect signals
  3. Prioritize deal
  4. Move stage
  5. Confirm next step
Start free trial Open workflow
Deal timeline
Ridgeway SystemsPipeline reviewDana LeeCampaign historyNext step
Pipeline review Deal context complete Open
Source path Expansion campaign -> sequence reply Linked
Buying group Economic buyer + RevOps lead Mapped
Next action Confirm buying committee Review
OutcomeAn AE can move the deal forward with source context attached instead of rebuilding the story from scattered updates.

Marketing Teams

Run campaigns that connect to revenue

Marketing teams lose visibility when lead capture, scoring, and campaign-to-pipeline movement live in different systems.

  1. Capture lead
  2. Enrich
  3. Score
  4. Attribute
  5. Route
Start free trial Open workflow
Form-to-pipeline attribution
Expansion campaignFormsICP segmentPipeline reviewAttribution path
Expansion campaign Website intent segment Active
Form flow Submission -> enrichment -> score Connected
Influenced deal Pipeline review Attributed
Next action Tune target segment Review
OutcomeMarketing can see which programs create movement, where sales follow-up starts, and how fit criteria affect conversion.

Customer Success

Manage renewal and expansion from the same revenue graph

Customer Success teams start over after close when renewal risk, expansion timing, and handoff context are disconnected.

  1. Track health
  2. Monitor renewal
  3. Detect expansion
  4. Route action
  5. Update account
Start free trial Open workflow
Health and renewal card
Northstar LogisticsContractHealth signalRenewal windowExpansion path
Northstar Logistics Health 82 Watch
Contract Renewal in 47 days Upcoming
Expansion signal New team activity Open
Next action Create renewal play Review
OutcomeCustomer Success can see what changed, what risk exists, and where renewal or expansion work should go next.

RevOps and Revenue Leaders

Operate the revenue system instead of reconciling it

RevOps gets stuck stitching reports and reconciling systems when the stack records activity but does not connect execution.

  1. Model objects
  2. Govern data
  3. Inspect attribution
  4. Improve motion
  5. Review cadence
Start free trial Open workflow
Operating system controls
Revenue signalsAttribution pathPipelineICP rulesRole workflows
Object health Contacts, accounts, deals Mapped
Attribution path Expansion campaign -> Pipeline review Linked
ICP drift Tier rules changed Review
Next action Update operating cadence Ready
OutcomeRevOps can govern the revenue system while teams work, instead of reconciling it after every meeting.

Founders

Run early revenue like a system from day one

Founder-led GTM becomes fragile when early lists, outbound, pipeline, and customer notes start in scattered files.

  1. Inspect signals
  2. Choose motion
  3. Assign ownership
  4. Review revenue
  5. Scale roles
Start free trial Open workflow
Founder command view
ICPAtlasCloudMorgan PatelSequenceFounder pipeline
ICP Founder-led SaaS segment Set
AtlasCloud Tier 1 target Prioritize
Sequence 3-step founder note Draft
Founder pipeline First opportunity Tracked
OutcomeA founder can run the first revenue motion in one place and hand it off cleanly when roles get added.

Revenue runs here.

Run the sdrs and bdrs workflow in OpeRev.

Use OpeRev to turn prospecting lists into reviewed outreach queues.

Start free trial Talk to sales