SDR: Sales Development Representative
An SDR (Sales Development Representative) is an outbound-focused salesperson whose job is to prospect, qualify leads, and book meetings for Account Executives.
What is SDR?
The SDR role was popularised by Aaron Ross at Salesforce ('Predictable Revenue', 2011). Specialising prospecting separately from closing dramatically increased pipeline output and remains the dominant model for B2B SaaS.
Frequently Asked Questions
- What is the difference between SDR and BDR?
- SDRs typically work inbound leads; BDRs (Business Development Representatives) typically work outbound. The split varies by company.
- What does an SDR do all day?
- Cold calls (50–100/day), personalised emails, LinkedIn outreach, qualification calls, and booking meetings into AE calendars.