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SDRs Territory Routing

Full vs. Inbound-only SDR territory coverage, aligned with AE regions and routing rules.

1. Overview of SDR Territory Routing

At Varsity Tutors for Schools (VT4S), Sales Development Representatives (SDRs) led by Mallory Dubus are assigned to territories aligned with AE regions.

Each SDR manages two types of territory engagement:

  • Full Coverage → Responsible for both outbound prospecting and inbound lead management.

  • Inbound Only → Handles only inbound requests (no outbound prospecting).

This model balances workloads, keeps SDRs aligned to AEs, and ensures smooth handoffs.

2. Why SDR Territory Routing Matters

  • AE Alignment

    • SDRs are paired with AEs by region and state.

    • Leads are worked efficiently and handoffs are seamless.

  • Balanced Coverage

    This structure supports workload distribution, ensuring:

    • Full coverage in high-priority areas

    • Inbound-only support for lower-volume states

3. Current Territory Routing

SDR Coverage Territories (States / Areas)
Claire Celski Full Coverage WA, AZ, NM, CA
Inbound Only AK, HI, OR, CO, UT, MT, ND, WY, ID, NV
Madison Rietsema Full Coverage MI, NY, CT, NJ, VA, PA, IN, OH, OK
Inbound Only DC, DE, MD, WV, AL, MS, ME, MA, NH, RI, VT, FL
Shyanne Estes Full Coverage TX, AR, GA, KY, SC, NC, IL, MO, LA
Inbound Only IA, KS, NE, SD, MN, WI, TN
 

4. What Happens When Territories Change

If an AE’s territories shift (e.g., Nevada reassigned, or new tiering introduced), updates must be made in the CRM. This is handled by RevOps and Sales Ops, AEs do not need to update workflows themselves.

5. Troubleshooting

🔁 Assigned the wrong territory? Double-check this guide against the AE Territory Routing table. If your state is not listed under your name, it may belong to another AE. If you have questions, please reach out on #vt4s-hubspot.

❌ Deals or contacts not routing correctly in HubSpot? Confirm that the company and contact records have the correct state listed. Mismatched data can block assignment. We rely on the field called "Location State" for assignments. 

🛠 Still stuck? Reach out in #vt4s-hubspot on Slack for assistance.

📅 Updated: September 15th 2025