A Business Development Representative (BDR) is responsible for generating and qualifying leads at the top of the sales funnel. Their primary goal is to identify potential customers, engage them through outbound outreach, and set meetings for Account Executives.
BDRs bridge marketing and sales, acting on campaign data, intent insights, and inbound leads to start meaningful conversations with prospects. In ABM environments, they often focus on specific target accounts, tailoring outreach based on role, industry, and engagement behaviour.
The effectiveness of a BDR team directly impacts pipeline creation and velocity. Success depends on strong enablement, clear SLAs with marketing, and access to high-quality data that supports personalised outreach.
