AI SDR vs Human SDR: ROI Comparison
February 20, 2026
When it comes to scaling outbound and inbound lead response, sales teams face a clear choice: add more human SDRs or deploy an AI sales agent. This guide compares AI SDRs and human SDRs on cost, throughput, and ROI so you can decide what’s right for your team.
The short answer
An AI SDR doesn’t replace a human SDR—it augments them. AI handles research, personalization, and first-touch outreach at scale; humans focus on discovery calls and closing. For most teams, the highest ROI comes from using both: AI for volume and consistency, humans for relationship and nuance.
Cost comparison
Human SDR
- Base salary (mid-market): roughly $50K–$70K per year
- With benefits, tools, and ramp: often $80K–$100K+ per fully productive SDR
- Ramp to full productivity: typically 3–6 months
AI SDR (software)
- Per-seat or per-rep pricing: often $100–$300+/month per user
- Annual cost per “AI SDR”: roughly $1,200–$3,600
- Ramp: days to a few weeks once CRM and sequences are set
On a pure cost-per-touch basis, AI is far cheaper. The tradeoff is that AI handles first touch and qualification; complex conversations and closing still benefit from humans.
Meetings booked and pipeline
- Human SDR: Limited by hours in the day. A strong SDR might run 50–80 quality touches per day and book 10–20 meetings per month, depending on segment and product.
- AI SDR: Can run 24/7 across email and (where supported) LinkedIn. Many teams see 2–5x more meetings booked per “seat” when AI handles research and first touch, with humans taking qualified meetings.
ROI improves when you measure cost per meeting and cost per opportunity rather than cost per SDR. Often, adding an AI layer reduces cost per meeting while increasing total meetings.
When to prefer AI, human, or both
- Prefer AI-heavy: High volume, clear ICP, product-led or transactional motion. AI excels at research, personalization at scale, and instant response to inbound.
- Prefer human-heavy: Complex sales, high-touch enterprise, or markets where relationship and trust dominate. Humans still win on nuance and objection handling.
- Best of both: Use AI for top-of-funnel volume and consistency; route qualified leads to human SDRs and AEs for discovery and closing. This hybrid model is where most teams see the best ROI.
Bottom line
Comparing AI SDR vs human SDR on ROI favors a hybrid approach: AI for scale and speed, humans for closing. Use our AI Sales Agent guide to pick tools and compare all niches to align with your GTM motion.