AI is supposedly killing SDRs. So why is OpenAI hiring a Head of Sales Development? In this episode, Gabe breaks down the mistake people keep making about AI in sales. The SDR role isn’t disappearing, but the work inside the role is changing fast. AI will absolutely eliminate a lot of the repetitive motion SDRs do today, like list building, research, outreach, and follow-ups. But that doesn’t mean pipeline creation disappears. It means the role evolves. The future of sales development isn’t armies of SDRs doing manual tasks. It’s smaller teams building pipeline machines, where AI runs the motion and humans run the strategy.