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For visionary leaders of tech companies in North America, Spain and Latam
Summary
Building a high-performing BDR team has become one of the most significant levers for achieving predictable growth in tech services. Yet hiring BDRs solely in the US, Canada, or Europe is increasingly expensive and hard to scale.
This article explains what a BDR does, the different BDR profiles by account size and specialization, and why LATAM has become the new epicenter for remote BDR teams. You will also see how Interfell can help you hire elite BDRs in Latin America quickly and confidently.
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Table of Contents
- Introduction
- The Role of a BDR in Tech Services Companies
- Types of BDR by Account Size: SMB/Mid-Market vs Enterprise
- Types of BDR by Specialization
- Why LATAM Is the New Epicenter for BDR Teams?
- Where to Find the Best LATAM BDRs: Interfell’s Role?
- A Final Word
- Interfell Related Articles
- FAQ's
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Introduction
Dear executive, have you ever felt that the engine of your growth—that pipeline that fuels your ambitions—could run stronger, at a more sustainable cost?
In the constant pursuit of excellence, your sales team is the heart of the business, and your Business Development Representatives (BDRs) are the heartbeat that starts the rhythm. They are the first light, the ones who go out into the market to find new opportunities.
The challenge is universal: finding elite BDR talent that speaks your technology’s language, fits your culture, and does it all without breaking your budget.
Increasingly, the answer lies in the rich talent pool of Latin America—and the key to unlocking it is a strategic partner like Interfell.
The Role of a BDR in Tech Services Companies
Most major sales frameworks agree: a BDR is responsible for generating new business opportunities, prospecting, qualifying leads, and booking meetings for the sales team that closes the deals (Salesforce). They don’t usually sign the contract, but without their work, the top of the funnel dries up.
Put simply: the BDR is the first human voice of your brand, the one who turns market noise into real conversations.
Recent studies show that the average BDR salary in the U.S. ranges from USD 57,000 to 78,000 per year, depending on the source and level of seniority (Velvet Jobs). For many tech services companies, replicating that model 100% onshore is no longer sustainable. That’s why interest in distributed teams and remote sales talent in LATAM has surged.
Types of BDR by Account Size: SMB/Mid-Market vs Enterprise
Your ideal BDR profile depends heavily on the type of customer you’re targeting.
1. SMB / Mid-Market BDR
This profile focuses on small and mid-sized companies (for example, up to ~500 employees):
- Manages a high volume of accounts with shorter sales cycles.
- Often speaks directly with founders, CEOs, or CTOs.
- Messaging emphasizes quick ROI, fast implementation, and solving urgent pain points.
- Needs surgical efficiency in email cadences, calls, and social selling.
This type of BDR thrives in SaaS and tech services environments where speed and volume matter.
2. Enterprise BDR
The Enterprise BDR focuses on large organizations (often 1,000+ employees). These BDRs:
- Manage fewer, more strategic accounts with multiple stakeholders.
- Conduct deep research on each account and its decision-making structure.
- Align their outreach with long sales cycles and complex buying processes.
- Coordinate closely with Account Executives, Marketing, and Customer Success.
Enterprise BDRs are often involved in higher-value opportunities, multi-stakeholder sales processes, and long-term strategic relationships.
Comparison: SMB/Mid-Market BDR vs Enterprise BDR
Many organizations start BDRs in SMB / Mid-Market so they can master the fundamentals and, once they show maturity and strategic thinking, promote them to Enterprise BDR roles. It’s a kind of commercial “hero’s journey” inside the sales organization.
Types of BDR by Specialization
Beyond account size, BDRs can also be classified by how and where they operate. Understanding these specializations helps you design the right mix for your tech services sales team.
1. Generalist BDRs
- Handle several service or product lines.
- Ideal for companies still refining their ICP and offering.
2. Industry-Specialized BDRs
- Focus on specific industries (fintech, healthcare, cybersecurity, etc.).
- Understand the customer’s language, regulations, and context.
- Elevate the quality and relevance of every conversation.
3. Market Development BDRs
- Designed to open new countries or segments.
- Experiment with messaging, channels, and playbooks from scratch.
4. Inside Sales BDRs
- Operate fully remotely through calls, email, LinkedIn, and video calls.
- They are the backbone of distributed SaaS and tech services models (QuickMail).
5. Field Sales BDRs (Outside Sales)
- Combine prospecting with on-site visits, events, and trade shows.
- Ideal for high-ticket deals or complex projects where in-person presence builds trust.
6. B2B BDRs
- Specialized in selling to other businesses: personalization, multiple decision-makers, focus on ROI, and TCO.
- In B2B tech services, this is often the “star” profile.
Types of BDR by Specialization
Why LATAM Is the New Epicenter for BDR Teams
Here’s where the data every leader wants to see comes in.
Multiple sources on nearshoring agree on three key advantages when hiring commercial talent in Latin America:
- Time zone alignment with North America
Most LATAM countries are within 0–3 hours of U.S. time zones, which makes real-time meetings and daily collaboration much easier.. - More competitive costs without sacrificing quality
Hiring reports for the region highlight that LATAM offers highly qualified talent at a lower total cost than the U.S. or Europe, while maintaining strong performance and productivity standards - Cultural affinity and bilingual talent
Recent analyses emphasize the combination of English/Spanish bilingualism, cultural compatibility with North America, and a mature digital ecosystem as a major advantage for sales and customer-facing roles
While a BDR in the U.S. may earn around USD 57,000 per year or more (Velvet Jobs), many companies are building BDR pods in LATAM at substantially lower total cost—and reinvesting the savings in marketing, tools, and training.
In more visual terms:
LATAM is the time zone where your customer is still awake,
Your budget can breathe,
And your future BDRs are eager to grow with you.
Where to Find the Best LATAM BDRs: Interfell’s Role
At this stage, simply posting on generic job portals is not enough.
Interfell is an HR consulting firm specializing in remote talent selection, with more than 9 years of experience and active operations in the U.S., LATAM, and Spain. The focus goes far beyond “filling roles”: it is about building long-term relationships between tech services companies and high-potential professionals.
1. Key Services to Strengthen Your Sales Team
- Profiles tailored by segment (SMB, Mid-Market, Enterprise), language, industry (SaaS, fintech, healthcare, AI, etc.), and sales model (Inside / Field).- Building business development squads in LATAM to serve North America, Spain, and LATAM itself.
- Support in performance, retention, and career development aligned with your revenue goals.
2. Data & AI Working for You: Salary Guide + IPK
Interfell leverages two strategic assets to make hiring BDRs in Latin America more predictive and scalable:
- Helps you design competitive and sustainable offers by understanding salary bands by country, seniority, and role (for example, Enterprise BDR vs Mid-Market BDR).- Interfell Professional Key (IPK), an AI tool developed by Simera
Together, these elements make hiring BDRs in LATAM less intuitive and more data-driven—without losing the human touch.
A Final Word
Building a BDR team is not just about “adding more salespeople.” It’s about designing the first impression the world has of your company. With every cold email, discovery call, and follow-up, there is someone representing your value proposition, your culture, and your commitment to solving real problems.
Today, LATAM is a living reservoir of commercial talent: young, tech-savvy, bilingual, and ready to compete on a global stage. Interfell—through its network, experience, and powerful technology developed with Simera—acts as the bridge that connects talent to your company with precision, speed, and fairness for both sides.
Ultimately, the question is not only what type of BDR you need, but who you want as your long-term partner to help you find, evaluate, and grow that talent over time.
Are you ready to build your next BDR team in LATAM, with the precision of data and the strength of a long-term alliance?
Interfell Related Articles
- Where Do You Find the Best Sales Development Representatives (SDRs)?
- Do You Know the Typical Career Paths of an SDR and a BDR in LATAM?
FAQ's
1. How do I know if my company is ready to hire BDRs in LATAM?
You’re ready when you have:
- A clear ICP (Ideal Customer Profile).
- A defined sales process.
- A need to increase the pipeline without significantly expanding onshore payroll.
LATAM BDRs can plug into your current tech services sales team and follow your existing playbooks remotely.
2. What skills should I look for in a LATAM BDR?Look for:
- Prior B2B experience.
- Strong written and spoken English.
- Familiarity with SaaS or tech services.
- Confidence using CRM and sales engagement tools.
Soft skills such as curiosity, resilience, accountability, and coachability are critical for long-term success.
3. How much does a BDR in LATAM cost compared to the U.S.?Compensation varies depending on the country, seniority, and position, but BDRs in LATAM typically cost significantly less than U.S.-based BDRs while still offering high returns. Tools like Interfell’s Smart Hiring 2025 Salary Guide for Latin America help you benchmark fair and competitive offers.
4. How long does it take to ramp up a remote BDR team in LATAM?With a specialized partner like Interfell, most companies move from profile definition to active outbound campaigns in a matter of weeks, depending on:
- The number of hires.
- The complexity of the role.
- Your current sales infrastructure and enablement.
Yes. Many Enterprise BDRs in LATAM support complex, multi-stakeholder deals for U.S., Canadian, and European companies. With the right selection, onboarding, and ongoing enablement, LATAM BDRs can succeed across SMB, Mid-Market, and Enterprise segments.
6. Why should I work with Interfell instead of hiring directly?Interfell combines:
- A curated LATAM talent network.
- Structured remote recruitment processes.
- Tools such as IPK and the Smart Hiring 2025 Salary Guide.
This combination reduces hiring risk, accelerates time-to-hire, and increases the likelihood of long-term fit for remote BDR roles.
7. How does IPK help improve BDR hiring decisions?Interfell Professional Key (IPK), developed by Simera, uses AI-driven evaluation to score candidates on:
- Experience.
- Skills.
- Language level.
- Cultural fit.
This enables your team to focus on the most promising BDR candidates and improves their chances of success in remote and distributed environments.
