Five Years, Five BDRs, $15M in Revenue - What a Long-Term Embedded Partnership Looks Like

Grid Dynamics is a $4B+ global digital engineering and transformation company operating in 50+ countries, serving verticals including Retail, Financial Services, Insurance, Life Sciences, Manufacturing, and Gaming. The company needed to build a scalable outbound engine that could drive account-based engagement and event-driven outreach across multiple geographies and verticals - but did not have the internal bandwidth or SDR expertise to do it at the volume and precision required.

Grid Dynamics was selling complex digital engineering services to technical and commercial decision-makers across dozens of industries. Running personalized, high-volume outbound at that scale required dedicated SDR capacity they did not have internally. The company needed to generate qualified pipeline across verticals and geographies, support marketing campaigns and events with structured outreach, and do it all without adding significant headcount. The head of North American sales had worked with Sellerate at a previous company and brought the relationship to Grid Dynamics - but what started as a regional engagement quickly needed to become something much bigger.

Sellerate began with a regional SDR engagement in EMEA and expanded over five years into a global operation spanning North America, Europe, and APAC. Today, five dedicated BDRs - four in the US and one in EMEA - operate under Grid Dynamics' brand inside their Salesforce, Outreach, Slack, and ZoomInfo stack. Each BDR is assigned to a specific vertical and region, mirroring Grid Dynamics' sales org structure. The team reports into Marketing and collaborates daily with Grid Dynamics' internal BDRs, coordinating territory coverage, campaign execution, and event follow-ups. The work spans pure outbound, inbound follow-up, and full pre- and post-event motions for major conferences like GTC, Shoptalk, and CLEPA. Over time, Sellerate's scope has continuously expanded - from launching 2,500+ campaigns across AI, Digital CX, and Financial Services to engaging VP-level and C-level decision-makers across every vertical Grid Dynamics serves.

Long-term partnerships compound results.

Five years of embedded work means Sellerate's BDRs have deep fluency in Grid Dynamics' offerings, personas, and verticals - something that cannot be replicated with short-term engagements or rotating reps.

Verticalized BDRs mirror the sales org - not a generic coverage model.

Each BDR owns a vertical and region, enabling the kind of targeted, personalized outreach that complex enterprise deals require.

Embedded means embedded - not adjacent.

Operating inside Grid Dynamics' CRM, Slack, and engagement tools with daily collaboration and weekly syncs means the BDR team functions as part of the company, not alongside it.