What is a BDR? (Business Development Representative)
A BDR (Business Development Representative) is a sales role focused on outbound prospecting and new business development. BDRs target cold markets, named enterprise accounts, or strategic partnerships, generating pipeline for account executives to close.
In more detail
BDRs and SDRs are often used interchangeably, but many sales orgs distinguish them: SDRs focus on inbound lead qualification and outbound for the existing ICP, while BDRs focus purely on outbound into new markets, verticals, or named accounts. BDRs often work more strategically, with multi-touch account-based campaigns rather than pure volume outreach.
BDR compensation is usually a base plus variable tied to meetings booked or pipeline created. US BDR on-target earnings are typically $60,000-$95,000. Offshore BDRs through managed staffing providers typically run $1,500-$3,500 per month all-in.
What a BDR does
- Build target account lists and identify buying committees.
- Run multi-channel outbound sequences (call, email, LinkedIn).
- Coordinate with marketing on ABM campaigns.
- Book discovery meetings for AEs.
- Support partner/channel development where applicable.
Related terms
Common follow-up questions
Often interchangeable. When distinguished: SDRs handle inbound qualification and outbound for existing ICP. BDRs focus on new business development, cold outbound, and named accounts.
Usually not. BDRs pass qualified opportunities to account executives who run discovery, demos, negotiation, and close.
Typical stack: CRM (Salesforce, HubSpot), sales engagement platform (Outreach, Salesloft, Apollo), LinkedIn Sales Navigator, enrichment tools (ZoomInfo, Clearbit), and dialer software.