What Is an SDR?

    Quick answer

    An SDR is a sales role focused on outbound prospecting and qualifying leads into booked meetings for closers — not on closing deals.

    An SDR, or Sales Development Representative, is a salesperson who creates and qualifies opportunities for account executives or other closers. SDRs research target accounts, identify suitable contacts, start conversations through email, phone, LinkedIn, or inbound follow-up, ask questions to confirm fit and interest, and book the next sales meeting. They normally work at the top of the funnel and do not own the final proposal or contract. Separating development from closing allows one role to focus on creating qualified conversations while another focuses on discovery, evaluation, negotiation, and the buying decision.

    Reviewed by Growleady's outbound team · Updated 16 July 2026

    What Does an SDR Do?

    An SDR's working day combines research, outreach, conversation handling, qualification, booking, CRM updates, and follow-up. The role depends on more than individual effort: clear targeting, reliable data, appropriate sending and calling tools, useful messaging, qualification rules, coaching, and a defined handoff all affect the result. Managers should review activity as a diagnostic, but judge the function mainly by the quality and progression of the opportunities it creates. A high number of touches with few relevant conversations signals a problem to investigate, not a result to celebrate.

    Key Points

    • SDR stands for Sales Development Representative, a role focused on creating and qualifying sales opportunities.
    • Core responsibilities include prospect research, outreach, reply and call handling, qualification, booking, and accurate CRM handoff.
    • SDRs usually book the next meeting; account executives normally run the later sales stages and close the deal.
    • Qualified meetings held, accepted opportunities, and pipeline progression are stronger outcome measures than raw activity alone.

    SDR Role Example

    An SDR at a B2B software company researches companies that match the target market, contacts operations leaders, and speaks with those who respond. The SDR confirms the company uses a compatible process, the contact owns the relevant problem, and there is a reason to evaluate a change. The SDR then books discovery with an account executive and records the conversation context in the CRM.

    Related Terms

    BDR (Business Development Representative)Appointment SettingProspectingCold Calling

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    SDR (Sales Development Representative) FAQs

    Straight answers to common questions.

    What does SDR stand for?

    SDR stands for Sales Development Representative. It is a sales role responsible for creating and qualifying opportunities before handing them to a closer.

    What does an SDR do?

    An SDR researches target accounts, finds relevant contacts, starts conversations, follows up, qualifies fit and interest, books sales meetings, and gives the closer a clear handoff in the CRM.

    What is the difference between an SDR and a BDR?

    Many companies use SDR and BDR interchangeably. Where they distinguish the roles, one may focus on inbound qualification while the other focuses on outbound prospecting, but the assignment varies by company, so the job description matters more than the title.

    Does an SDR close deals?

    Usually not. An SDR normally qualifies the potential buyer and books the next conversation. An account executive, founder, or other closer owns discovery, proposals, negotiation, and the final buying decision.

    How is SDR performance measured?

    Useful measures include qualified meetings booked and held, accepted opportunities, pipeline progression, and data quality. Calls, emails, and other activity help diagnose the process but do not show business value on their own.