Sales Alignment
Sales Development Representative (SDR)
Also: SDR
A sales role focused on the early funnel, qualifying inbound leads and doing outbound prospecting to book meetings for account executives, rather than closing deals.
Why it matters
SDRs are the engine that turns raw leads and target accounts into qualified pipeline; how they are run heavily influences both pipeline volume and quality.
What good looks like
An effective SDR function has clear qualification criteria, quality outreach (not just volume), fast follow-up on inbound, and a clean handoff of qualified meetings to closers.
Related terms
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