Roles

SDR

Sales development representative

Definition

An SDR, sales development representative, prospects and qualifies new accounts and books meetings for account executives, rather than closing deals.

SDR in practice

SDRs work the top of the funnel: researching accounts, sending outbound, calling, following up on inbound leads, and qualifying interest before handing over to an AE. Some companies call outbound focused SDRs BDRs.

A good system changes what SDRs spend time on. When signals, enrichment and routing are automated, SDRs stop building lists and start doing the parts that need a human: calls, judgment on replies, and conversations with interested buyers.

AEAI SDRCold callingPositive reply rateSDR
Direct connections. Open the full map

Last updated 2026-10-14 by Ishan Vats.

Connected to

Feeds into

Measured by

See also

Also referenced byGTM engineer, Speed to lead

Free 30 minute signal audit

See where SDR fits in a real build.

Book the free 30 minute signal audit. We map the buying signals for your ICP live on the call, and show you where SDR sits in the system we would build.

Pick a time in the calendar below to schedule a 30 minute call with me.

  1. 01You talk. Who you sell to and what you send today.
  2. 02We map. The signals that fire for your ICP and the two to start with.
  3. 03You keep it. The signal map and a budget range, whether or not you build with us.

Ishan Vats, founder of IV Consulting. We run our own outbound on the same system.

More free GTM tools: Signal library · Email domain checker · Cold email calculator · GTM glossary · GTM and CRM setup

Signal audit · 30 min · free

Loading the calendar. If it does not appear, book the signal audit on cal.com.