What is Sales Development Representative (SDR)?
A sales development representative (SDR) is a sales professional focused on outbound prospecting and lead qualification, generating pipeline for account executives to close.
SDRs are the first point of contact for many prospects. They research accounts, conduct outbound outreach (email, phone, LinkedIn), qualify inbound leads, and book meetings for account executives. The SDR role is typically the entry point for a sales career.
SDR vs BDR
The terms are often used interchangeably. When companies distinguish them, SDRs typically handle inbound lead qualification while BDRs (Business Development Reps) focus on outbound prospecting. In practice, most modern SDR roles include both inbound and outbound responsibilities.
The Future of SDRs
AI SDR tools are automating parts of the SDR workflow — prospecting, email personalization, and initial qualification. However, complex enterprise sales still require human SDRs for relationship building and nuanced qualification. The role is evolving from volume-based outreach to strategic, account-based prospecting.
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