I would say you want to look for anyone that has about six months of experience, does not

have to be in sales development. My favorite hires that I've ever made are people that actually

come from recruiting. They're super organized. On an inbound side, if you found someone that's ever

worked in a call center, really good profile. I actually am very bullish on sales development.

I think it's the third pillar within the go-to-market

function and I think that it can stand alone. SDR is kind of the bridge between marketing and

sales. This is 20 sales with me, Harry Stebbings. Now, 20 sales is a monthly show where we sit down

with the best sales leaders in the world to discuss their tips, tactics and strategies to scaling

the best sales teams. Today, we dive inside the sales machine that is

Ripling, one of the fastest growing tech companies in Silicon Valley, now with a $12 billion

valuation. And joining us is Ashley Kelly, VP of Global Sales Development at Ripling. Before

Rippling, Ashley played a crucial role in scaling Brex's outbound sales from $2 million to over

$300 million in ARR and has hired over 800 SDRs during her time in some of the best tech

companies, including Lever and Zenefits. But before we dive into the show today, Clay helps the

best GTM teams uplevel their

data enrichment and outreach workflows. It consolidates 75 plus data enrichment tools into

one credit-based marketplace, letting you search multiple tools at once for contact info, company

details and more. They've tripled data coverage and quality for large Silicon Valley companies

versus using one or a few tools like Zoom Info at a tiny fraction of the cost. Clay even lets you

use AI to do unstructured research. Ask it to visit a list of websites and summarize pricing, decide

if a company is B2B, if it's SOC2 approved, or anything you can think of.

Finally, based on that research, you can use Clay to auto-generate personalized email lines for each lead on your list.

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