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Building the Modern Revenue Team: Scaling the SDR Function

We want to invite you to the third installment of Building the Modern Revenue Team  - Scaling the SDR Function -  Presented by Captivate Talent in association with The Addicted To Growth Show. 
The Building the Modern Revenue Team series will share knowledge for anyone looking to build or develop the revenue side of their organization.   We will cover topics ranging from implementing Sales Enablement to scaling your SDR function to managing VC and Investor expectations.    Our expert operators will share their experiences so that anyone from a founder to a frontline manager will walk away with practical and actionable advice. 
The next topic we will cover is discussing how to build and scale an SDR team effectively; this is will be geared towards sales leaders, founders, CEO's to help gain an understanding of how to create an SDR team to get to Series A to Series B to Series C and so on.  We want to dive into:

  • Training and coaching, D&I, culture, skill sets
  • How to build the right hiring plan
  • Building scalable metrics and targets
  • What does a good SDR leader look like? 
  • How to navigate the SDR career path?


5:30 - 6:00 PM EST - Panel discussion
6:00 - 6:45 PM EST - Interactive audience Q&A with panelists
6:45 - 7:00 PM EST - Virtual networking

Our Speakers:

Natasha Shifrin - Director, Sales Development and Strategy - CreatorIQ
Natasha has spent the best part of the last decade building, running, and growing sales development teams, and coming up with new ways to increase the sales pipeline across multiple verticals.   Natasha is passionate about building sales development teams and the career opportunities it can provide young professionals, in particular growing the next generation of sales leaders.  There is an element of instant gratification that comes from experimenting and understanding the buyer that is specific to sales development, the ability to find and scale new revenue paths, and this is what keeps Natasha excited about the field. 

In her current role Natasha is building out the sales development function and go to market strategies for CreatorIQ.  Previously as Head of Global Sales Development Operations and Strategy at Sisense, Natasha led initiatives around the scaling, enablement, career growth, and development for the sales dev teams.  Natasha regularly contributes to panels, podcasts and thought leadership pieces.

Bryan Elsesser - Senior Director of Sales Development - Aircall
Bryan is a driven and accomplished sales leader and strategist, fueled by a constant mindset of winning through enthusiasm and passion. He has led successful high-velocity sales and sales development teams in New York City across a multitude of digital technology, SaaS, AdTech, and MarTech companies. At Aircall, Bryan leads a growing team of outbound sales and sales development professionals, and is the host of the webinar series “State of Sales”. He is an author, thought-leader, and champion of the sales community. Bryan serves as a strategic advisor to LEON Health Science, member of the Revenue Collective, Modern Sales Pros, and RevGenius. In 2019, Drift named Bryan one of the most influential sales development leaders of the year.

Blake Hudson - Sales Manager - Victory Lap
College recruiter, business owner, politician?! Blake’s career background may be varied, but all his prior pursuits carried one uniting theme: a desire to help people find fulfillment in who they are and what they do. Cue Victory Lap, a company which espouses a similar mission and is responsible for jumpstarting Blake’s sales career. Blake’s first interaction with Victory Lap was as a student! During the VL sales bootcamp, Blake realized that the skills he had developed in his previous roles would also serve him well in his sales career. Empowered by the bootcamp, Blake landed an SDR role at a Chicago fintech company, where he continued to hone his sales craft. When the unique opportunity arose, Blake returned to Victory Lap—this time, as an Admissions Director. When Blake isn’t in the downtown office, you’ll find him at the nearest basketball court, Barnes & Noble, or hanging out with his best friend — Annie.

Kevin Mulrane - VP of Sales and CX - GlobalWebIndex (Moderator)
Kevin has 15 years of sales experience specializing in building and scaling Saas revenue organizations.  Kevin's expertise is within early-stage technology startups scaling revenue from zero to $50+ million in revenue.  Kevin is currently the Vice President of Global Mid-Market Sales and Customer Experience at GlobalWebIndex.  Kevin has had held key revenue leadership roles at Madison Logic, AOL, and Feedvisor.  Outside of building sales organizations, Kevin enjoys spending time with his wife, two boys, Crossfit, and eating pizza and drinking wine on Friday nights.

Proudly Supported By


· Sessions
Scaling the SDR Function
Scaling the SDR Function
Kevin Mulrane Bryan Elsesser Natasha Shifrin


Travis King

Co-Host of Addicted to Growth | Host of The Community Builder Show

Natasha Shifrin

Sales Development and Strategy at CreatorIQ | Business Development Leader

Bryan Elsesser

Senior Director, Sales Development at Aircall | Strategic Advisor at LEON Health Science

Kevin Mulrane

Co-Host of Addicted to Growth | Revenue Leader | Dad | Pizza Enthusiast

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Hosted by

Captivate Talent

We connect fast-growing startups with the best revenue talent!

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