How Socure booked more meetings with fewer SDRs using AI

Company background: Socure is a Series E company selling identity verification and fraud prevention software to enterprise customers in financial services, ecommerce, healthcare, and other industries.GTM strategy: Socure uses an account-based strategy to target named accounts in distinct verticals / segments.Motivation for adopting AI: Socure’s executive leadership team made AI adoption a company-wide priority and KPI, encouraging adoption both within and outside of the GTM organization. As Socure reduced its SDR team size from 12 to 4, it became particularly necessary for the sales development team to use AI to do more with less.AI adoption: In addition to using some of the AI features offered by its existing tools (e.g., 6sense, ZoomInfo), Socure’s SDR team leaned heavily into leveraging ChatGPT throughout its entire prospecting workflow (account research, message drafting, mock calls).AI operationalization: Though Socure’s SDRs showed some initial hesitation about using ChatGPT, GTM leadership took concrete steps to help them grow comfortable with the technology. Over time, through access to robust education, structured prompt libraries and custom GPTs, and weekly team calls to share best practices, the SDR team learned how to use the technology to improve and accelerate, rather than automate, their work.Results: By leveraging AI, the SDR team now conducts account research and planning more efficiently whilealso enhancing the quality and personalization of outreach. Despite the team’s smaller size, they set high-impact meetings aligned to strategic enterprise accounts faster today than the larger team used to. From 2022 to Q1 2025, Socure’s SDRs have increased their total opportunity value by 170%. Additionally, since adopting tools like ChatGPT, individual SDRs have started to use AI to expedite tasks outside the scope of the initial deployment, further amplifying their productivity and impact.