Sales Development Rep (SDR)
A Sales Development Rep (SDR) is a sales role dedicated to top-of-funnel prospecting — qualifying leads, booking appointments, and handing off qualified opportunities to closing reps — fundamental to MCA shop sales operations at scale.
Why This Matters
SDR roles emerged in the SaaS world but have become central to MCA shop scaling. SDRs handle high-volume cold dialing, lead qualification scripts, and appointment booking, freeing closing reps to focus on deal structuring and underwriting handoff. Typical MCA SDR metrics: 100–200 dials/day, 10–25 conversations, 3–8 qualified appointments booked. Compensation usually combines low base ($35–50K) with per-appointment or per-funded-deal bonus. SDR-to-closer ratios typically run 1:1 to 2:1 depending on lead volume and deal complexity. The role serves as a primary recruiting channel for closing reps.
Frequently Asked Questions
Frequently Asked Questions
How is an MCA SDR different from a closer?
SDRs handle qualification and appointment-setting; closers handle full sales cycle from discovery through funding. SDRs work top-of-funnel high-volume; closers work middle-to-bottom-funnel high-touch. Many MCA shops use SDR roles as training pipelines toward closer promotion.
What's typical SDR-to-closer ratio in MCA?
1:1 to 2:1 SDRs per closer depending on lead volume and deal complexity. High-volume shared-lead operations skew toward more SDRs; high-touch live-transfer operations skew toward more closers. Compensation should align ratio with throughput economics.