Pillar Guide · Lead Generation Consulting℠
What Is a Sales Development Representative (SDR)?
A sales development representative (SDR) is a sales rep focused on the top of the funnel — qualifying interest and booking meetings for closers, rather than closing deals themselves. SDR work is the engine behind outbound.
What an SDR does
An SDR researches accounts, runs outreach, qualifies interest, and books meetings for account executives. They own the start of the pipeline, not the close.
The role is high-volume and high-skill: relevance and persistence at scale.
SDR vs BDR
The titles overlap. In many teams an SDR handles inbound qualification while a BDR focuses on outbound prospecting — but usage varies by company.
Where AI fits
AI agents now do much of the research, outreach, and follow-up an SDR once did by hand — which is exactly the motion we run for you, no SDRs to staff.
Key takeaways
- An SDR owns the top of the funnel
- They qualify and book, not close
- SDR and BDR titles often overlap
- AI now runs much of the SDR motion
Related guides & services
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Concepts like this come to life on Lead Gen AI Suite™, with G — The Generator™ across all five agents. Ask G how it would run for your team, right now.
- LeadGen AI™
Scores the accounts in-market now. - FollowUp AI™
Outreach and nurture that get replies. - Mobile Ads AI™
Paid social that compounds the warm.
FAQ
Common questions.
What's the difference between an SDR and an AE?
An SDR books qualified meetings; an account executive runs those meetings and closes the deal.
Do you still need SDRs with AI?
The SDR motion still matters — but AI agents can run it, which is what we do for you instead of staffing a team.