Sales Development Rep (SDR)
A Sales Development Rep (SDR) is an outbound-focused sales role responsible for prospecting, qualifying, and booking discovery meetings with new leads — operating the top-of-funnel pipeline before handing qualified opportunities to closing reps.
Why This Matters
The SDR role originated in B2B SaaS and has migrated into financial services. SDRs spend their day prospecting, qualifying, and converting top-of-funnel activity into scheduled discovery calls. In MCA, the SDR equivalent is often called an appointment setter or qualifier — but the role function is identical. SDRs typically work outbound (cold prospecting) while BDRs (Business Development Reps) work inbound (qualifying form-fills). Both feed account executives or closers who own the closing conversation.
Frequently Asked Questions
Frequently Asked Questions
What's the difference between SDR and BDR?
SDR = Sales Development Rep, typically outbound prospecting. BDR = Business Development Rep, typically inbound qualification of marketing-generated leads. Some companies use the terms interchangeably; others enforce strict outbound/inbound role separation.
What's a typical SDR comp structure?
Base + variable structure: 60-70% base, 30-40% variable. Variable tied to qualified meetings booked, meetings completed, and pipeline created. Total comp ranges $50K-$120K depending on geography and seniority.