Sales teams have SDRs. But today’s technical buyers need something different. Enter the Technical Development Representative (TDR)—a new role built not to replace SDRs, but to serve a unique purpose in the sales cycle: guiding prospects through the messy, technical evaluation phase with insight, timing, and trust.
In this interactive SAMI session, we’ll dig into the big questions:
- Why typical sales tactics fall flat with technical buyers—and what kind of engagement actually works.
- How TDRs change the game—acting as liaisons, problem-solvers, and trusted advisors.
- Tech + human synergy—using intent data, chatbots, and CRM triggers without losing authenticity.
- The hidden upside—how TDRs spot enterprise opportunities others miss, and why that matters.
- Where this fits in your go-to-market motion—what marketing and sales leaders need to rethink to make space for this role.
This won’t be a sit-and-listen presentation. In typical SAMI style, expect a lively discussion where you’ll share perspectives, challenge assumptions, and walk away with fresh ideas on how the TDR model can complement your existing sales development strategy.
ABOUT THE SPEAKER:
Jessica Nelson is a seasoned sales leader with more than 15 years of experience scaling high-growth teams across some of the world’s most innovative technology companies. She is currently the Director of Growth at Hi Marley, where she helps drive transformation in the insurance industry through tech-enabled, customer-first strategies.
Her career includes leadership roles at Stream, LeadIQ, Nylas, and Sphera, where she built and scaled field marketing, SDR, PLG, SMB, and Enterprise sales teams globally. Jessica is recognized for her ability to combine the science of sales — metrics, process, and technology — with the art of leadership, coaching, and building resilient, high-performing teams.
