Overview
The AI SDR Qualifying node acts like an intelligent sales development rep. Instead of using rigid rules or point-based scoring, it analyzes each lead holistically and classifies them into meaningful qualification buckets with clear reasoning.What makes it different
Classification, not scoring
Assigns leads to qualification buckets instead of numeric scores. Sales knows exactly what action to take.
Human-readable reasoning
Every classification comes with clear explanations your team can understand and trust.
How to Use
Add the SDR Agent node
In your workflow, click “Add Node” and select “SDR Agent” from the AI Processing category.
Connect it after enrichment (recommended)
For best results, place the SDR Agent after a Clay enrichment node so the AI has company data to analyze.
Define your ICP
Write a description of your ideal customer profile. Be specific about company size, industry, and characteristics you’re looking for.
Add disqualifiers (optional)
List lead types that should be automatically excluded, like students, freelancers, competitors, or job seekers.
Configuration
ICP Description (Required)
A free-text description of your ideal customer profile. The AI uses this to evaluate fit.Disqualifiers (Optional)
Binary exclusions the AI should treat as hard stops. Leads matching these are automatically disqualified. Examples: Students, Freelancers, Consultants, Agencies, Competitors, Job seekers.Qualification Buckets
The AI classifies each lead into one of five default buckets. You can customize bucket names, but the intent should remain the same.| Bucket | Signals | Action |
|---|---|---|
| High-Intent ICP Match | Company size aligns with ICP, Relevant senior job title, Active paid ads or growth signals, Clear problem statement or urgency | Immediate SDR outreach (high priority) |
| Good ICP, Low/Medium Intent | Right company and role, Weak or ambiguous timing, Research-oriented behavior | Personalized follow-up, light qualification, short nurture sequence |
| Potential Future Fit | Too small today but growing, Early-stage team, Adjacent use case | Long-term nurture, educational content, periodic re-evaluation |
| Wrong ICP | Wrong industry, Wrong business model, Wrong customer type | Do not route to sales. Optional polite response or redirect. |
| Disqualified | Matches a disqualifier, Spam-like submission, Competitor or job seeker | No outreach. Silent drop or auto-response. |
Output Variables
| Variable | Description |
|---|---|
{{agent.bucket}} | The assigned qualification bucket |
{{agent.confidence}} | Confidence score from 0.0 to 1.0 |
{{agent.reasoning}} | Array of reasons explaining the classification |
{{agent.risks_or_unknowns}} | Any uncertainties or missing information |
{{agent.recommended_action}} | Suggested next step |
Best Practices
- Be specific in your ICP description — the more context, the better the AI can classify leads
- Use enrichment data from Clay before the SDR Agent for richer classification
- Route high-intent leads to immediate notifications (Slack, email) and CRM creation
- Use a Filter node after SDR Agent to branch based on bucket (e.g., only send “High-Intent” to Salesforce)
- Review classification results periodically to refine your ICP description
Example Workflow
A typical lead qualification workflow using the SDR Agent: Flow: Form Submission → Clay Enrichment → SDR Agent → Router Router conditions:- High-Intent ICP Match → Slack notification + HubSpot
- Good ICP → Email nurture sequence
- Potential Future Fit → Add to long-term list
- Wrong ICP / Disqualified → No action