SDR (Sales Development Representative)
June 2026
A sales development representative works the top of the funnel. They research accounts, run outreach across email, phone, and LinkedIn, and book qualified meetings for the account executives who close.
The role is often confused with an account executive, but the split is clean: an SDR opens conversations and an AE closes them. Keeping the two roles distinct is what keeps a pipeline healthy over time.
Most teams choose between hiring SDRs in house or running the function as managed outbound. Both can work, and the right answer depends on your timeline and how much of the hiring and management you want to own.
How an SDR is measured
A good SDR is measured on qualified meetings, not on raw activity. Dials and emails are inputs. The output that matters is a real buyer, inside your ideal customer profile, who agreed to a specific time for a reason they can state.