Talent Acquisition Smart Hiring Where Do You Find the Best Sales Development Representatives (SDRs)?

For leaders in the US, Canada, Spain, and LATAM at the forefront of tech services

Summary

Building a predictable sales pipeline today starts with understanding the different types of SDRs—inbound, outbound, high-touch, and low-touch—and knowing where to find the right talent at the right cost. LATAM SDRs offer a powerful mix of time zone overlap, bilingual skills, and 30–70% cost savings compared to core markets, without compromising quality.

This guide explains why Latin America is becoming a strategic hub for remote SDR teams, how to choose the right SDR mix for your company, and how Interfell, together with Simera’s AI-powered IPK, helps you hire and manage SDRs faster and more accurately.

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Table of Contents

• Introduction
• Why Look to LATAM for Your SDR Team?
• The Main Types of SDRs (and What Each One Does for Your Pipeline)
• In-House vs External SDRs: Build, Outsource, or Combine?
• Where to Find the Best SDRs? LATAM as a Strategic Advantage
• Interfell: Far More Than Just Filling SDR Seats
• Smart Hiring 2025 + IPK: Data-Driven, AI-Powered Decisions
• From Theory to Your Reality: What Your Next Move Could Look Like
• The Echo of the First Call
• Interfell Related Articles
• FAQ's

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Introduction

Think of your sales funnel as a highway at night: ads lighting the way, marketing campaigns clearing the road ahead… but someone still has to carefully drive each opportunity all the way to the right meeting. That “someone” is the SDR (Sales Development Representative).

Salesforce defines an SDR as the professional who “manages all activities at the top of the sales funnel,” from prospecting to lead qualification. Without strong SDRs, your pipeline cools, growth slows, and MRR targets start to feel like a distant promise.

If you’re leading a tech services company in the US, Canada, Spain, or Latin America, you’ve probably felt this already.

The good news: thanks to Interfell, you can now build high-performing SDR teams from Latin America, saving 65–80% versus US salaries—without sacrificing quality, communication, or collaboration.

Let’s walk through where to find the best SDRs and which types your pipeline really needs.

Why Look to LATAM for Your SDR Team?

LATAM has become one of the world’s leading hubs for remote tech talent. Recent reports show up to a 285% increase in applications from Latin American remote tech professionals in 2024, reflecting an ecosystem that is increasingly mature and globally oriented. (BairesDev)

Other studies on remote tech talent in the region highlight:

• Strong technical depth and alignment with the needs of the US and European markets. (Revelo Report)
• The growth of nearshoring and distributed team models, where time zone overlap, cultural affinity, and cost savings make a decisive difference. (ScaleupAlly)

In this context, it’s no longer just about developers. A new generation of LATAM SDRs is emerging: bilingual, accustomed to working with global companies, and experienced in selling software, cloud services, data solutions, digital marketing, and other complex offerings.

The Different Types of SDRs (and What Each One Does for Your Pipeline)

At the core, an SDR is the person who prospects and qualifies opportunities before they reach your Account Executives. (Interfell)

From there, we can distinguish four main types:

1. Inbound SDR

• Works with inbound leads: forms, demo requests, free trials, webinars, and marketing campaigns.
• Digs into the lead’s context, validating fit, budget, and urgency.
• Ideal for consultative sales, high-ticket deals, and long sales cycles (High-Touch model).

2. Outbound SDR (BDR)

• Focuses on active prospecting: cold calling, cold emailing, social selling, and multichannel sequences. (Interfell Blog)
• Creates demand where it doesn’t yet exist.
• A strong fit for Low-Touch or hybrid models that require volume, speed, and continuous experimentation.

3. High-Touch SDR

• Maps accounts, stakeholders, pain points, and influencers.
• Participates in several stages of the funnel, closely aligned with a consultative sales process.
• Perfect for enterprise SaaS, cybersecurity, and data/AI consulting—where a single account can change your entire year.

4. Low-Touch SDR

• Optimizes for speed and efficiency: connect, qualify, and move on to the next opportunity.
• Ideal for PLG products, low-to-mid ticket offers, or large MQL funnels.

SDR Types and Their Best Context

Choosing the right SDR mix—inbound, outbound, high-touch, and low-touch—is one of the most important decisions you’ll make for your pipeline strategy.

Internal vs External SDRs: Build, Outsource, or Combine?

This is where strategy takes center stage: should you build an internal structure, work with an external partner, or adopt a hybrid model?

1. Internal SDR

• It is on your payroll and fully part of your internal team.
• Gives you maximum control over culture, messaging, and feedback loops to product and marketing. (Interfell)
• Requires investment in recruitment, training, sales stack, and commercial leadership.

2. External SDR (Outsourcing / Remote Staffing)

• Works for your company but is recruited and managed by a specialized consulting firm.
• Brings agility, access to pre-screened talent, and proven tools and processes. (Interfell Blog)
• Reduces fixed costs and accelerates time-to-market—ideal for startups or companies expanding internationally.

In practice, many companies choose a hybrid model: a small internal core that defines strategy and narrative, supported by external SDRs in LATAM to provide scale and regional coverage.

Company Types and Recommended SDR Setup

Where to Find the Best SDRs? LATAM as a Strategic Advantage

More and more companies in the US, Canada, and Europe are turning to Latin America as a talent hub for sales, support, and tech roles. Studies frequently highlight the same advantages:

• Time zone overlaps with North America.
• Professionals experienced in working with US and European companies in SaaS and B2B. (Nearshore Talent Solutions)
• Salary savings of 30–70% compared to equivalent talent in “core” markets, while maintaining strong quality. (Tenmas Tech)

Interfell: Far More Than Just Filling SDR Seats

This is where Interfell comes into play: an HR consultancy specialized in remote tech and commercial talent, with more than 9 years connecting companies to high-level professionals in LATAM, and operations across the US, LATAM, and Spain.

Interfell’s approach goes far beyond simply “filling vacancies.” The focus is on building sustainable, high-performing remote teams.

1. Specialized IT Recruitment

• Search and selection of tech talent and commercial profiles, such as inbound/outbound SDRs.
• Talent aligned with your ticket size, sales cycle, ICP, and tool stack (CRM, sequencers, dialers).

2. Remote Staffing

• Building distributed teams in LATAM so you can scale without:
  • Multiplying local entities, or
  • Getting tangled in complex legal frameworks in each country.

3. Talent Management

• Long-term support, including contracts, payroll, talent support, replacements, and performance follow-up.
• A focus on building durable relationships with your company, not just short-term placements.

The goal is not merely to solve an SDR shortage, but to build long-term growth partnerships with tech services companies that see LATAM as a natural ally in their expansion.

Smart Hiring 2025 + IPK: Data-Driven, AI-Powered Decisions

Two key assets make Interfell a compelling partner for building SDR and tech teams in 2025:

1. Smart Hiring 2025 Salary Guide for Latin America

Available from Interfell, the Smart Hiring 2025 Salary Guide includes:

• IT and commercial salary ranges by country, seniority, and role in LATAM.
• Hiring and remote work trends relevant to tech and sales.
• Practical recommendations to define competitive and sustainable offers.

For you, this means:

• Knowing how much to pay for LATAM SDRs.
• Choosing which countries best align with your SDR budget.
• Adjusting salary bands with data instead of guesswork.

2. Interfell Professional Key (IPK), AI-Powered and Developed with Simera

Through an alliance with Simera—an AI-based remote hiring platform—Interfell uses an evaluation model that analyzes thousands of data points per candidate (video interviews, tests, work samples) to create executive-style dossiers called Interfell Professional Key (IPK).

In practice, this means:

• You receive shortlists of SDRs (inbound, outbound, high-touch, low-touch) that have already been pre-evaluated.
• Each IPK summarizes technical skills, soft skills, languages, international experience, and cultural fit.
• You can compare candidates quickly and objectively, drastically reducing time-to-hire.

It’s the best of both worlds:

• The human insight of a specialized recruiting team.
• Combined with the precision of AI, which never gets tired of connecting the dots.

The Echo of the First Call

At their core, SDRs are a kind of poet of prospecting—professionals who turn market uncertainty into the promise of opportunity.

In the fabric of tech expansion, your Latin American SDR team becomes the pulse of your growth: an engine that, with the right blend of High-Touch and Low-Touch, Inbound and Outbound, drives you toward new horizons.

Technology gives us the tools; LATAM talent brings the human side and the grit to use them well. With strategic partners like Interfell—combining nearly a decade of experience in the sector with the precision of AI (powered by Simera)—the path to building solid growth partnerships is clearer than ever.

Now that you know the “alchemy” behind the different types of SDRs and the talent pool waiting in LATAM…

Are you ready to turn your sales strategy from a simple search into a true masterpiece of connection?

Book a Call

Interfell Related Articles

• Do You Know the Typical Career Paths of an SDR and a BDR in LATAM?
• Are You Familiar With the Key Differences Between an SDR and a BDR?

FAQ's

1. What does an SDR do in a B2B tech company?
An SDR (Sales Development Representative) focuses on prospecting and qualifying leads at the top of the funnel, booking meetings for Account Executives, and ensuring the pipeline stays full of relevant opportunities.

2. What are the main types of SDRs?
The main SDR types are Inbound SDR, Outbound SDR / BDR, High-Touch SDR, and Low-Touch SDR. Each one aligns with different sales models, deal sizes, and sales cycles.

3. Why should I hire SDRs in LATAM?
LATAM SDRs offer time zone overlap with North America and Europe, bilingual skills, strong B2B experience, and 30–70% cost savings versus equivalent roles in core markets.

4. What is the difference between High-Touch and Low-Touch SDRs?
A High-Touch SDR works deeper within each account, supporting consultative, multi-stakeholder deals. A Low-Touch SDR optimizes for speed and volume, qualifying many leads quickly in more transactional models.

5. Should my SDRs be in-house or outsourced?
In-house SDRs give you more control over culture and messaging, while outsourced or remote staffing SDRs in LATAM offer agility, lower fixed costs, and faster ramp-up. Many companies choose a hybrid model.

6. What is Interfell Professional Key (IPK)?
IPK (Interfell Professional Key) is an AI-powered candidate dossier, developed with Simera, that analyzes thousands of data points per candidate (tests, video interviews, work samples) to help you compare SDRs quickly and objectively.

7. How do I start building a remote SDR team with Interfell?
Define your SDR roles and mix, use the Smart Hiring 2025 guide to set salary ranges, request IPKs for shortlisted candidates, and let Interfell handle recruitment, remote staffing, and talent management while you focus on strategy and growth.