In this episode, we sit down with Jay Tuel, VP of GTM Experts at Demandbase to delve into the evolution of Sales Development Representative (SDR) organizations into Account-Based Marketing (ABM)-focused functions. Jay shares his insights on the transition from traditional SDR roles to a more strategic, ABM-centric approach, and the critical partnership between Sales and Marketing. We also explore practical strategies for SDR leaders and marketers to drive this change effectively and the innovative tactics Jay has employed to foster collaboration and success.