The Answer
B2B SDR outsourcing costs $35,000 to $55,000 per nearshore rep annually in 2026, versus $80,000 to $120,000 for an onshore rep 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 $4,000 per month all-in costs $48,000 per year and books 8 to 16 AE-accepted meetings per month at steady state. That works out to $250 to $500 per AE-accepted meeting, fully loaded, with no separate manager or QA fee.
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 | $3,000 to $4,500 | Rep, manager share, QA, training, dialer license |
| Nearshore LATAM (bilingual) | $3,500 to $5,000 | Same as above plus Spanish-language coverage |
| Offshore (Philippines, India) | $2,500 to $3,800 | Lower rate, time-zone gap, accent variance |
| Onshore US | $7,000 to $10,000 | Same time zone, native English, premium rate |
The nearshore band lands roughly 50 percent below onshore, with time-zone overlap that offshore cannot match. For the broader nearshore versus onshore framing, see our nearshore outsourcing cost breakdown.
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 (CFG) | $30,000 to $45,000 | $120,000 to $180,000 |
| 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 $120,000 to $180,000 per year against the onshore alternatives at the same headcount. 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 $30,000 a quarter or $45,000 a quarter depending on five factors.
- ICP difficulty: Director-and-above prospects need more research time, longer cadences, and stronger reps. Adds $300 to $700 per rep per month.
- Qualification rigor: MEDDIC and MEDDPICC frameworks require longer discovery calls and more note-taking. Adds $200 to $500 per rep per month.
- Bilingual coverage: EN/ES bilingual reps for LATAM expansion or US Hispanic markets price 10 to 15 percent above English-only.
- Tooling complexity: Custom CRM, in-house dialer, or non-standard cadence tool adds 2 to 3 days of training and a small ramp premium.
- Vertical experience: Healthtech, fintech, and security tech reps with prior vertical experience cost more because the talent pool is smaller.
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. 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.
Frequently Asked Questions
What pricing models are used for outsourced SDRs?
Three pricing models dominate. Per-rep monthly retainer runs $3,000 to $4,500 for nearshore and $7,000 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 $35,000 to $55,000 per rep all-in includes the SDR, 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 $4,000 per month booking 10 AE-accepted meetings costs $400 per meeting. The same rep at 16 AE-accepted meetings costs $250 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 $30,000 to $45,000 per quarter all-in. 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 40 to 55 percent below in-house onshore on full TCO.
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