Sales Development Representative (SDR)

A Sales Development Representative (SDR) is a sales expert who concentrates on generating and qualifying new leads for a company through outreach and prospecting efforts. Serving as the initial contact, they identify and inform potential customers, building a pipeline of qualified opportunities before transferring them to an account executive or another closing role.

SDRs are crucial to the sales pipeline, tasked with recognizing and nurturing potential clients. They serve as the first link between the organization and its prospective customers, ensuring that the sales team interacts only with thoroughly vetted, high-potential leads.

To thrive as an SDR, a combination of technical and interpersonal skills is vital. These professionals need to be skilled researchers and persuasive communicators to consistently produce high-quality leads. Their success relies on their ability to engage with prospects while managing the technical aspects of the sales process.

Although the terms are frequently used interchangeably, SDRs and BDRs may have specific roles that focus on different stages of the lead generation process.

The SDR position is often a common entry point into a sales career. Successful SDRs frequently progress to become Account Executives, where they finalize deals. Other advancement opportunities include roles in sales management, customer success, or even marketing, making it a flexible foundation for career growth.