BDR (business development representative)
A BDR, or business development representative, is a salesperson who opens new business by prospecting target accounts, often with outbound outreach, and creating opportunities for the sales team.
A BDR typically focuses on outbound prospecting into accounts that have not yet shown interest. They research target companies, find the right people, and use email, calls, and LinkedIn to start conversations.
Many companies use SDR and BDR interchangeably. Where they are separated, the BDR is often the one working named target accounts and strategic outreach, while the SDR handles incoming leads and qualification. Job titles vary, so look at the actual responsibilities.
The output of either role is a qualified opportunity handed to an account executive. Measured outcomes include meetings booked, positive reply rate, and pipeline created. AI BDR tools aim to automate the repetitive parts of this work while a person stays in control.
Common questions
Are BDR and SDR the same role?
At many companies yes. Where they differ, BDRs usually focus on outbound prospecting of target accounts and SDRs on qualifying incoming leads.
What metrics measure a BDR?
Common ones are meetings booked, positive reply rate, and the pipeline created from outreach.
Related terms
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