SDR (sales development representative)

An SDR focuses on the top of the funnel. They research prospects, send outreach by email, phone, and LinkedIn, handle early replies, and decide whether a lead is worth passing on. The meeting they book is typically held by a more senior seller, often called an account executive.

The role is built around volume and consistency: many small touches, careful follow-up, and clear qualification criteria. It requires judgment about who is a fit, what to say, and when to stop.

SDRs are often compared with BDRs. The terms are used differently across companies, but SDRs are commonly associated with responding to and qualifying leads, while BDRs are more often associated with opening new accounts. AI SDR tools aim to take on parts of this work.