Selling With AI, Legally
The SDR leader's field guide to the EU AI Act.
A plain-English field guide to what the EU AI Act means for outbound, covering when to disclose AI, the training duty, the three red lines and how to answer a buyer who asks how you use AI.
About this resource
The EU AI Act now applies to how sales teams use AI, and the worst fines reach 7% of global annual turnover, above GDPR's. This field guide explains what it means for SDR teams in plain English. It covers scope, timeline and the four risk tiers, the one rule for outbound (when to disclose AI, with wording you can lift), the AI literacy duty and how to prove it, and the three things that get you in trouble. It also covers what to send when a big buyer asks how you use AI, eight common scenarios with the two questions that settle most of them, and why understanding this is an edge. Ships with the Excel Compliance Kit. Current as of September 2026. Educational, not legal advice. Based on the SDR Leaders of EMEA session with Baptiste Paulet, hosted by David Wilkins.
What's inside
- Scope, timeline, deployer vs provider and the four risk tiers
- The one rule for outbound: when to disclose AI, with wording you can lift
- The AI literacy duty, and how to log and prove it
- The three red lines: automated outreach, emotion and biometrics, AI-only hiring
- The AI governance pack for when a buyer asks how you use AI
- Eight common scenarios and the two questions that settle most of them
- Why the regulation is an opportunity
- Companion Excel Compliance Kit
Built with the people running SDR teams in EMEA, the USA and APAC. Every number and play in here came from members, not vendors.