What is an SDR? (Sales Development Representative)
An SDR (Sales Development Representative) is an outbound sales role focused on prospecting, outreach, and qualifying leads. SDRs generate and qualify pipeline for account executives (AEs), who handle the later stages of the sales cycle and close deals.
In more detail
SDRs typically run multi-channel sequences of cold calls, personalized emails, and LinkedIn messages. They are measured on leading indicators: activity (calls, emails), meetings booked, and pipeline sourced. Most SDR roles are an entry point to a sales career; top performers are promoted to AE within 12-18 months.
Compensation is usually a base salary plus commission tied to meetings booked or pipeline sourced. US SDR on-target earnings typically range $60,000-$90,000. Offshore SDRs through managed staffing providers are commonly $1,500-$3,000 per month all-in.
Typical SDR day
- Research target accounts and identify decision makers.
- Run outbound sequences: calls, emails, LinkedIn touches.
- Qualify inbound leads from marketing.
- Book discovery meetings for AEs.
- Update CRM (Salesforce, HubSpot) after every interaction.
Related terms
Common follow-up questions
The terms are often used interchangeably. Where distinguished, SDRs handle inbound lead qualification and outbound for existing markets, while BDRs focus on outbound prospecting in new markets or named accounts.
A common benchmark is 10-20 qualified meetings per month, with 40-80 conversations and 300-800 outbound touches to get there.
Yes. Offshore SDRs are common for top-of-funnel activity, especially email and LinkedIn outreach. For cold calling, providers staff native-accent speakers in US time zones.