Sales Development Representative (SDR)

A sales development representative (SDR) are sales team members who focus on outbound prospecting and deciding whether a lead is qualified, with the goal of helping to generate a sales pipeline for the wider sales team.

While it’s often said that SDRs do the “grunt” work for more experienced sales executives by reaching out to prospects and qualifying leads, in recent years the role of a sales development representative has become a key position across multiple industries. Their specific objective is to pass sales-qualified leads to sales or account executives to close.

In many organizations, SDRs identify and take prospects through to the point of booking a meeting or product demonstration, at which point a more experienced member of the sales team will take over.

What is an SDR?