Interactive Calculator

SDR Capacity Planner

How many SDRs do you actually need to hit the number? Most revenue plans break because the SDR math was never done. Here it is.

Your inputs

Annual new-business revenue target (USD)

Average deal size (ACV, USD)

Meeting to close-won rate (%)

18%

Qualified meetings per SDR per month

20 meetings

The math

Deals needed per year143

Meetings needed per year794

Meetings per SDR per year240

Coverage buffer (add 20%)953

SDRs required

Rounded up, includes 20% coverage buffer.

See what this looks like with offshore SDRs →

Why these numbers matter

The most common revenue planning mistake is buying the top of the funnel from the wrong end. Teams pick a hiring number first, then back-solve a quota they can't support.

This calculator runs the math the right way: start from the revenue target, divide by deal size to get deals, divide by close rate to get meetings, then divide by per-rep meeting capacity to get headcount.

A few reality checks to layer in:

Ramp time. A new SDR typically produces 60-70% of plan in months 1-3. Add a month-equivalent of capacity for every new hire.
Attrition. Plan for 25-40% annual turnover on SDR teams. If you need 4 SDRs year-round, hire 5.
Meeting quality. 20 meetings a month where half no-show is not 20 meetings. Track meetings held, not set.

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