Podcast
The death of the SDR org — and what replaced it in 2026
Seventy percent of Series B teams have folded outbound into product-led motions. We mapped the new org chart, the comp plans, and the pipeline math behind it.
Mara Ellison
Senior Analyst
Mara Ellison is a senior analyst at Business of GTM, specializing in sales organizational design and go-to-market strategy. Her research focuses on the transformation of revenue teams — from the dismantling of traditional SDR structures to the emergence of new sales motions built for a changed market. She provides analysis on category creation, product-led growth, and the strategic shifts redefining how B2B companies build pipeline and scale revenue.