A Sales Development Representative (SDR) is responsible for identifying, engaging, and qualifying potential customers at the early stages of the sales cycle. They focus primarily on outbound prospecting and initial outreach, building relationships that open the door to future opportunities.
SDRs act as the link between marketing and sales, turning interest or engagement from MQLs and MQAs into qualified pipeline. Their goal is to create meaningful conversations that move prospects closer to evaluation, not to close deals themselves.
Strong SDR programmes combine clear messaging frameworks, structured training, and reliable data visibility. When supported by alignment and technology, SDRs help accelerate pipeline growth and maintain consistent momentum across the revenue engine.
