What Is an SDR vs a BDR?
Also known as sales development representative, business development representative, SDR, BDR
An SDR (sales development representative) and a BDR (business development representative) are early-stage sales roles that create qualified meetings for account executives. In the most common split, SDRs follow up and qualify inbound leads, while BDRs prospect outbound into target accounts. Many companies use the titles interchangeably, so check the job description rather than the title.
SDR vs BDR explained
Both roles sit at the front of the sales process. Neither usually closes deals. Their job is to start conversations, qualify interest and hand well-researched meetings to account executives. They are typically measured on meetings booked, meetings held, qualified opportunities created and pipeline value sourced. Compensation usually mixes base salary with a variable part tied to these outcomes.
The day-to-day work differs. An inbound-focused SDR spends time responding fast to form fills, demo requests and trial signups, qualifying them and booking calls. An outbound-focused BDR spends time researching accounts, building lists, writing cold emails and LinkedIn messages, calling and following up. Some companies flip these definitions, and some use BDR for roles that handle partnerships.
Automation is changing both roles. GTM engineering tools now handle much of the list building, enrichment and first-line personalization that reps used to do by hand, so reps can spend more time on conversations, multithreading and qualification. The best reps still win on judgment: picking the right accounts, reading replies well and asking good qualifying questions.
SDR vs BDR example
A SaaS company with 6 account executives splits its development team in two. Two SDRs handle inbound: they respond to demo requests within minutes, qualify them and book about 40 meetings a month. Three BDRs work outbound into 500 named enterprise accounts using email, LinkedIn and calls, booking fewer meetings but at larger average deal sizes.
How to structure an SDR and BDR team
Define roles by motion
Write down whether each role handles inbound, outbound or both, which accounts they own and which AEs they support.
Set clear qualification criteria
Agree what makes a meeting qualified so SDRs and BDRs are judged on pipeline quality, not just meeting counts.
Choose the right metrics
Track meetings held, opportunities created and pipeline sourced. Activity counts help coaching but should not be the main target.
Give reps tools and data
Provide enriched lists, a sequencer, a dialer and reply monitoring so reps spend time talking to buyers, not hunting data.
Plan a career path
Show how reps progress to senior roles or account executive, which helps retention in a role with high turnover.
Common mistakes
- Hiring an SDR or BDR before the company has a clear ICP, message and proven offer to sell.
- Paying reps only for meetings booked, which encourages booking poor-fit prospects who never buy.
- Asking one rep to cover inbound speed to lead and outbound prospecting at once, so both suffer.
- Expecting new reps to ramp without training, a playbook or call coaching.
SDR vs BDR FAQ
Neither is inherently more senior. Both are typically entry-level or early-career sales roles. Some companies treat outbound BDR work as harder and pay it slightly more, but this varies. Seniority comes from levels within the role, such as senior SDR or team lead.
An SDR typically responds to new inbound leads, researches each prospect, calls and emails them, asks qualifying questions, and books meetings for account executives. They also log activity in the CRM and follow up with leads who did not respond at first.
Common metrics are meetings booked, meetings held, show rate, qualified opportunities created and pipeline value sourced. Teams also watch activity metrics such as calls, emails and connect rates, mainly as coaching inputs rather than goals.
Not always. An agency can run prospecting and booking, which replaces much BDR work. Many companies still keep an internal SDR or the AEs themselves to respond to inbound leads quickly and manage relationships after the first meeting.