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Will Rohleder is the SDR director at TeachTown, special education software for school districts, where he took over a four-person SDR team sitting on $200K of pipeline and, in about a month, had the same four reps building roughly $600K a week. Today he runs 14 SDRs at a 92% show rate and 88% conversion to opportunity. He hires almost only former teachers, and he pays his SDRs to move deals forward, not just book the meeting.
We discuss
How he rebuilt a four-person SDR team and 10x’d weekly pipeline in about a month
The territory design and SDR-to-AE alignment behind the numbers
His show-rate playbook: the calendar-accept trick, layered reminders, and letting the prospect talk 70% of the time
Why half of SDR comp is tied to the opportunity reaching stage 3, not just booking the meeting
Who owns moving a deal forward, and the six-point qualification gate
Why he almost only hires former teachers, and the one interview question he swears by
Where he uses AI, and the inbound AI SDR that emailed a lawyer
Referenced
Will Rohleder on LinkedIn: linkedin.com/in/william-rohleder-2aa7a9143/
TeachTown: teachtown.com
SDR Leaders of USA community
My biggest takeaways from this conversation
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