The Answer
B2B SDR outsourcing costs $31,000 to $48,000 per nearshore rep annually in 2026: the SDR seat at $13 to $19 an hour (160 hours: $2,080 to $3,040 a month) plus a share of a sales manager, QA, ramp training, daily coaching and program reporting. An onshore rep runs $80,000 to $120,000 all-in. Per-meeting pricing typically runs $250 to $600 depending on ICP difficulty and qualification rigor.
The numbers below reflect what a US B2B buyer can expect from a fully loaded contract with a managed nearshore provider, not the unbenched wages of an individual rep. Pricing varies by ICP difficulty, qualification framework, target persona, and tooling complexity. The bands hold across SaaS, professional services, fintech, and most B2B verticals.
The math behind the headline number: a nearshore SDR at $2,580 to $3,990 per month all-in (the seat at $13 to $19 an hour (160 hours: $2,080 to $3,040 a month) plus a share of a sales manager, QA, ramp training, daily coaching and program reporting) costs $31,000 to $48,000 per year and books 8 to 16 AE-accepted meetings per month at steady state. That works out to about $150 to $480 per AE-accepted meeting, fully loaded, with no separate manager or QA fee. For a full breakdown of pipeline payback and break-even thresholds, see our SDR outsourcing ROI math for 2026 with the cost-per-opportunity and cost-per-closed-won numbers at typical conversion rates.
1. Per-Rep Monthly Retainer Pricing
The most common model. You pay a fixed monthly fee for a dedicated rep. The rep works your account, your CRM, your cadence tool. The provider handles recruiting, training, sales management, and QA inside the retainer.
| Model | Monthly Rate | What It Includes |
|---|---|---|
| Nearshore Caribbean | $2,580 to $3,990 | Rep, manager share, QA, training, dialer license |
| Nearshore LATAM (bilingual) | $2,580 to $3,990 | Same as above plus Spanish-language coverage; bilingual reps price in the upper half of the band |
| Offshore providers (Philippines, India) | $2,500 to $3,800 (market range) | Similar rate, time-zone gap, overnight shifts |
| Onshore US | $6,700 to $10,000 | Same time zone, native English, premium rate |
The nearshore band lands roughly 62 to 64 percent below onshore, with time-zone overlap that offshore cannot match. For the broader nearshore versus onshore framing, see our nearshore outsourcing cost breakdown, or shortlist the leading nearshore contact centers running US Eastern hours.
To see that band as a working desk, our Jamaica SDR outsourcing page covers what a native-English rep runs and where the hand-off to your AEs sits. The B2B SDR program quote turns your rep count into a written number within 24 hours.
2. Per-Meeting Pricing
Some providers price by the AE-accepted meeting instead of by the rep. The buyer carries less staffing risk, the provider carries more meeting-volume risk, and the unit price reflects that.
| ICP Difficulty | Per-Meeting Rate | Typical Use Case |
|---|---|---|
| SMB / mid-market | $250 to $400 | SaaS targeting ops, marketing, sales leaders at sub-1,000 employee firms |
| Mid-market / enterprise | $400 to $600 | Director and VP-level personas at 1,000+ employee firms |
| Enterprise / C-suite | $600 to $1,200 | CXO targets at Fortune 1000, 6-figure ACV products |
The trade-off is incentive alignment. Per-meeting providers optimize for booking volume, which can lead to looser qualification and lower AE-accept rates downstream. Per-rep retainers optimize for quality because the provider is paid the same whether the rep books 8 or 16 meetings, so over-aggressive booking does not help them. Most B2B SaaS buyers we work with land on per-rep after running the math both ways.
3. Quarterly TCO for a 3-Rep Pod
Most engagements start at 2 to 3 reps because a single rep gives you no PTO coverage and no internal performance benchmark. Quarterly TCO at a 3-rep pod looks like this.
| Model | 3-Rep Quarterly Cost | Annual Run-Rate |
|---|---|---|
| Nearshore (Call Force Global) | $21,750 to $34,500 | $87,000 to $138,000 |
| Onshore in-house | $60,000 to $90,000 | $240,000 to $360,000 |
| Onshore agency | $63,000 to $90,000 | $252,000 to $360,000 |
The nearshore pod saves roughly $153,000 to $222,000 per year against an onshore in-house pod at the same headcount (low end against low end, high end against high end), and $165,000 to $222,000 against an onshore agency. Output should be similar at steady state: 6 to 15 AE-accepted meetings per rep per quarter for B2B SaaS, lower for enterprise motions, higher for SMB-focused ICPs.
4. What Drives the Range Up or Down
Same 3-rep pod can land at $21,750 a quarter or $34,500 a quarter depending on five factors.
- ICP difficulty: Director-and-above prospects need more research time, longer cadences, and stronger reps. That lowers meetings per rep per month rather than raising the hourly rate, so it shows up in cost per meeting.
- Qualification rigor: MEDDIC and MEDDPICC frameworks require longer discovery calls and more note-taking. Same effect: fewer meetings per rep and a higher cost per meeting, at the same hourly rate.
- Bilingual coverage: EN/ES bilingual reps for LATAM expansion or US Hispanic markets cost the same as English-only reps.
- Tooling complexity: Custom CRM, in-house dialer, or non-standard cadence tool adds 2 to 3 days of training inside the pre-live window.
- Vertical experience: Regulated work (healthcare, insurance, Medicare) prices in the $15 to $19 band; other verticals stay on the $13, $14 or $15 desk rate.
5. When the Cost Math Breaks
Outsourced SDR is not always cheaper. Two scenarios where the spread narrows or reverses.
Single-rep engagements at very small scale. When you have one in-house SDR sharing your existing manager and tooling, the marginal cost of that rep can be $65,000 to $85,000 instead of the full $80,000 to $120,000 loaded number. Outsourced single-rep engagements carry a small-scale premium because the provider's manager and QA layer does not amortize across enough seats. The gap still favors nearshore but it is closer.
SDR titles doing junior AE work. Some companies use the SDR title for what is really a closing motion (running discovery, scoping, sometimes quoting). The loaded onshore cost for that role is $100,000 to $150,000 because it is junior AE work (BLS Occupational Employment and Wage Statistics, SOC 41-3091 for sales reps, fully loaded with benefits and OTE). Nearshore providers can do the prospecting and qualification half but typically do not run the full sales cycle. Comparing apples to apples matters here.
For the full decision framework on outsourced versus in-house, see our outsourced SDR versus in-house SDR breakdown. If you're comparing Call Force Global to Belkins specifically, see our Call Force Global vs Belkins comparison. For two vertical-specific SDR cost views, see our solar appointment setting cost and cost of debt collection outsourcing breakdowns.
Free Resource · 10 Scripts
If your per-meeting cost is $250 plus, the script is doing more work than the rep. Steal the discovery questions, objection turns, and meeting-confirmation language our SDR pods use to hit a 6 to 9 percent connect-to-meeting rate. Plus 9 other production scripts.
Get the 10 scripts →Frequently Asked Questions
What pricing models are used for outsourced SDRs?
Three pricing models dominate. Per-rep monthly retainer runs about $2,580 to $3,990 for nearshore and $6,700 to $10,000 for onshore. Per-meeting pricing runs $250 to $600 per AE-accepted meeting. Hybrid pricing combines a smaller retainer with a per-meeting performance fee. Most buyers we work with prefer per-rep monthly because it aligns incentives around quality, not volume.
What does the per-rep all-in number actually include?
Nearshore $31,000 to $48,000 per rep all-in is the SDR seat at $13 to $19 an hour (160 hours: $2,080 to $3,040 a month) plus the share of a sales manager, the QA analyst, training during ramp, daily coaching, and program reporting. Tooling sits in your account on your existing licenses. Onshore $80,000 to $120,000 includes base salary, OTE, employer payroll tax, benefits, manager overhead, recruiting cost amortized over expected tenure, and SDR-specific tooling.
How do per-meeting rates compare to per-rep rates?
Per-meeting math depends on rep output. A nearshore rep at $3,830 per month, the top of the all-in range, booking 10 AE-accepted meetings costs $383 per meeting. The same rep at 16 AE-accepted meetings costs about $239 per meeting. Per-meeting providers typically charge $250 to $600 because they bake in the meeting-volume risk. The trade-off is alignment: per-meeting providers optimize for booking volume, per-rep providers optimize for quality and downstream conversion.
What is the quarterly TCO for a 3-rep nearshore SDR pod?
A 3-rep nearshore pod runs roughly $21,750 to $34,500 per quarter all-in (3 reps at $31,000 to $48,000 a year). The same pod onshore lands at $60,000 to $90,000 per quarter once benefits and manager overhead load in. Output should be similar at steady state: 6 to 15 AE-accepted meetings per rep per quarter for B2B SaaS. The savings show up in the rep cost line, not in meeting volume.
When does outsourced SDR not save money?
Three scenarios. First, very small engagements (1 rep, no manager overhead in your in-house cost) where the loaded gap narrows. Second, ICPs requiring deep technical pre-qualification where the rep needs months of product immersion. Third, enterprise motions where the SDR is really doing junior AE work and the title hides the actual cost. Outside those edges, outsourced nearshore consistently lands 62 to 64 percent below in-house onshore on full TCO.
Ready to model your math?
Get a B2B SDR Quote in 24 Hours
Dedicated Caribbean nearshore SDRs trained on your CRM and ICP at $13 to $19 per hour all-in. See the full B2B SDR outsourcing service page or book a consultation.