Updated: November 2026 · Author: Ricard Vidal Batiste
Short answer: in Spain an outsourced SDR is paid with a fixed fee, per meeting or a hybrid. At HelloMrLead it is hybrid, from €2,500 a month with no minimum term, dedicated SDR and account manager included. To know whether it pays off, compare it with the full cost of an SDR on payroll and measure cost per valid meeting.
What pricing models exist?
An outsourced SDR is paid with one of three pricing models, and each one shares the risk differently.
| Model | How you pay | Advantage for you | Risk for you | Fits if… |
|---|---|---|---|---|
| Fixed fee (retainer) | A monthly amount for a team or capacity | Predictable cost; the provider can work the ICP and message in depth | You pay even if there are few meetings at first | You want an ongoing programme and learning |
| Pay-per-meeting | An amount for each meeting that meets the criteria | You pay for results | Encourages quantity; disputes over what is «valid» | Your ICP is very clear and the market responds |
| Hybrid | Lower fixed fee + variable per meeting | Shares the risk | More complex contract | You want to align incentives without taking on all the risk |
At HelloMrLead we work with the hybrid model: a fixed part plus a per-meeting part, from €2,500 a month.
What should the fee include?
Before comparing prices, make sure you are buying the same thing. Ask in writing for:
- ICP and segmentation work at the start.
- Contact data: from which sources and how many a month.
- Tools: CRM, sequencer, sending domains and mailboxes, LinkedIn Sales Navigator.
- Channels: email, LinkedIn, phone. One is not the same as all three.
- Volume: accounts and contacts worked per month.
- Message writing and testing, with your approval.
- Reports: frequency and metrics.
- Definition of valid meeting.
- Minimum term and notice period.
Two offers at the same price can be very different if one includes data and phone and the other does not.
How much does the alternative, an SDR on payroll, cost?
An SDR on payroll costs quite a bit more than their gross salary, because social security, tools, hiring, ramp-up and management are added.
| Item | What it includes | Reference |
|---|---|---|
| Gross salary | Fixed + variable | Average base salary €24,729/year; range €16,000–41,000 (P10–P90), according to PayScale Spain, 2026 |
| Employer social security | Common contingencies 23.60% in 2026 + unemployment, FOGASA, training, MEI and workplace accident rate | Social Security |
| Tools and data | CRM, database, sequences, Sales Navigator, domains | Depends on vendor |
| Hiring | Time or headhunter | Variable |
| Ramp-up | Months paid before full productivity | Variable |
| Management | A manager’s hours | Opportunity cost |
| Turnover | Repeat hiring and ramp-up | Variable |
Add up all the items for one year and divide by the valid meetings expected. Do the same with the external offer. That way you compare what matters.
How do you calculate whether an outsourced SDR pays off?
An outsourced SDR pays off when its cost per valid meeting, and per customer, is lower than the alternative’s.
- Cost per valid meeting = monthly cost ÷ meetings accepted by your salesperson.
- Cost per opportunity = monthly cost ÷ opportunities opened in the CRM.
- Acquisition cost = total sales and marketing cost ÷ new customers. We explain it in CAC in B2B.
- Return = attributable revenue ÷ investment, using the method to measure the ROI of lead generation campaigns.
Calculation example with fictitious numbers (only to show the formula, these are not market prices): if you pay X a month and get N valid meetings, the cost per meeting is X/N. If 1 in every K meetings becomes a customer and your customer is worth V in their first year, the SDR pays off when X/N × K < V.
What makes the price go up or down?
The price of an outsourced SDR rises with the difficulty of the ICP and falls with volume and duration.
- ICP difficulty: senior executives at large companies cost more than middle managers at SMEs.
- Languages and countries: multi-country campaigns or campaigns in other languages need more profiles.
- Channels: adding phone usually costs more than email only.
- Volume and duration: longer contracts or contracts with more accounts usually have a better unit price.
- Your product’s ticket and cycle: with complex sales, each meeting needs more research.
What warning signs does a bad offer show?
A bad outsourced SDR offer usually gives itself away in the contract before it does in the results.
- A very low price per meeting with no definition of valid meeting.
- No access to the conversations or the CRM.
- Huge sending volumes without any talk of deliverability or the LSSI.
- Promises of guaranteed meetings without knowing your market.
- Long minimum terms with no exit clause based on results.
How much does HelloMrLead cost?
HelloMrLead charges with a hybrid model, from €2,500 a month and with no minimum term.
| Item | HelloMrLead |
|---|---|
| Model | Hybrid (fixed fee + per meeting) |
| Price | From €2,500 a month |
| Minimum term | None |
| Time to first meeting | 2-3 weeks |
| What it includes | Developing the whole prospecting strategy, building databases, setting up the CRM and configuring the tools; on top of that, a dedicated SDR is assigned and an account manager holds a weekly meeting with the client to show the main indicators of their campaign |
As a reference for in-house cost, according to PayScale Spain, 2026, the average base salary of an SDR in Spain is €24,729 a year, with a range of €16,000 to €41,000 between the 10th and 90th percentiles (35 salary profiles), before social security, tools and management. With the formula in the previous section you can calculate your cost per meeting in both scenarios.
Before deciding, it may help to compare outsourced SDR vs in-house SDR and review what an outsourced SDR is.
What steps does hiring follow, from first contact to first meeting?
Hiring an outsourced SDR almost always follows the same steps, and knowing them helps you understand what you are paying for in each phase:
- Diagnosis. A conversation to understand your product, your best customers and what you have already tried. If the provider does not ask about the customers you would not want to repeat, that is a bad sign.
- Proposal. Pricing model, what it includes, account volume, channels and definition of valid meeting. All in writing.
- Kick-off. Prospecting strategy, database build, CRM setup and sending tools. This is the phase that shows most in later quality.
- Message approval. You review and approve every sequence before it goes out.
- Launch and first meetings. At HelloMrLead the first meeting usually arrives in 2-3 weeks.
- Weekly follow-up. Review of indicators, meetings held and segment or message adjustments.
If an offer jumps from step 1 to step 5 without going through 3 and 4, the price may be low, but the meetings usually are too.
How do you read a pricing proposal line by line?
An outsourced SDR pricing proposal reads well when each line answers a specific question. Use this table as a review guide:
| Proposal line | What to ask | Why it matters |
|---|---|---|
| Fixed fee | What capacity does it buy: hours, accounts, people? | Without a unit, you cannot compare with another offer |
| Variable per meeting | Which conditions must a meeting meet to be charged? | Avoids disputes over meetings that do not fit |
| Data | Which sources does it come from and who pays for it? | Contact data can be a separate item |
| Tools | Are they included or billed separately? | CRM, sequencer and domains cost money |
| Channels | Email, LinkedIn, phone or all three? | More channels, more work and more reach |
| Reports | How often and with which metrics? | Without reports you do not know what works |
| Duration | Is there a minimum term and a notice period? | Defines your risk if there are no results |
| Ownership | In whose name are the CRM, lists and conversations? | It is your asset if you change provider |
How do the models compare depending on your situation?
The best pricing option depends more on your situation than on the amount. This comparison is qualitative, without figures, so you can apply it to your own numbers:
| Your situation | Fixed fee | Pay-per-meeting | Hybrid |
|---|---|---|---|
| You have never done outbound | Good: there is time to learn | Risky: the provider will avoid difficult accounts | Good: shares the learning |
| Very clear, proven ICP | Fine | Good | Good |
| Technical sales and long cycle | Good | Difficult: each meeting needs a lot of preparation | Good |
| Very tight budget | Requires a monthly commitment | Attractive, if the valid meeting is well defined | In between |
| You want to bring it in-house later | Good, if they hand over the playbook | Little transferable learning | Good |
What questions should you ask before signing?
Before signing with an outsourced SDR provider, these questions save you most surprises:
- Who will my SDR be and how many clients do they handle? A dedicated SDR knows your product better than one shared across many accounts.
- Who reviews the results with me and how often? At HelloMrLead, an account manager holds a weekly meeting with the client to show the main indicators of their campaign.
- What happens in the first month if the message does not work? There should be a plan to test and change, not more volume of the same message.
- How do you comply with regulations? Commercial email is regulated by the LSSI and data by the LOPDGDD. Ask them to explain the legal basis and opt-out handling.
- Can I see the conversations? If you cannot, you will not know how your brand is being talked about.
- What do you hand over if we stop? Lists, tested messages, learnings by segment.
Frequently asked questions
How much does an outsourced SDR cost in Spain?
It depends on the model (fixed, per meeting or hybrid), the channels and the ICP. At HelloMrLead we work with a hybrid model (fixed fee + per meeting), from €2,500 a month and with no minimum term.
Is it better to pay per meeting or a fixed fee?
Paying per meeting reduces your risk but can prioritise quantity; a fixed fee allows the message to be worked in depth. The hybrid model shares the risk between the two and usually fits when the ICP is still being validated.
What does the fee usually include?
ICP, data, tools, message writing, multichannel execution, qualification, meeting booking and reports. Ask for the list in writing so you can compare offers on equal terms.
Does the price include databases?
It depends on the provider; always ask, because data can be a separate item. At HelloMrLead, building databases is included in the service, together with the prospecting strategy and the setup of the CRM and tools.
What is a valid meeting?
It is one that meets the criteria you agree in writing before starting: the contact’s job title, company size and type, and a confirmed need. Without that definition, pay-per-meeting creates disputes and cost per meeting stops being comparable.
Is there a minimum term?
It depends on the provider, so always ask before signing and also check the notice period. At HelloMrLead there is no minimum term. An exit without penalty reduces your risk if results do not come.
About the author. Ricard Vidal Batiste is the founder of HelloMrLead. He leads the agency’s outbound prospecting strategy and the work of its SDRs with B2B companies in Spain.
Want to know how much it would cost you? Ask for a proposal for your case.
