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Marketing & Sales7 min read

Sales Development Representative (SDR)

SDRs (and BDRs) are the outbound engine of most B2B companies. The work is repetitive, measurable, and a fast path into account executive roles for people who can handle rejection.

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What does a Sales Development Representative (SDR) do?

Sales development reps prospect new accounts, send cold emails, make calls, and book qualified meetings for account executives to close. Most SDR teams measure activity (calls, emails, LinkedIn touches) and outcomes (meetings booked, opportunities created). The role is high-volume and high-feedback: you find out very quickly what works and what doesn't.

Common responsibilities

  • Run outbound sequences (calls, emails, LinkedIn) against a target account list
  • Research target accounts and personalize messaging for senior stakeholders
  • Qualify inbound leads by asking discovery questions
  • Book qualified meetings and warm-handoff to account executives
  • Log every activity in the CRM (Salesforce or HubSpot)
  • Iterate on email templates and call scripts based on what's working
  • Hit weekly and monthly activity and meeting quotas
  • Partner with marketing on campaign feedback

Skills to highlight on your HireMe profile

Hard skills

  • CRM hygiene: keeping Salesforce or HubSpot data clean and current
  • Writing short, specific cold emails (not 4-paragraph essays)
  • Phone confidence and a structured discovery framework
  • LinkedIn Sales Navigator basics
  • Reading a basic account-research playbook (10-K filings, industry news, hiring signals)

Soft skills

  • Resilience after 30 rejections in a row
  • Coachability — willingness to change your script when your manager pushes back
  • Time management when you have 80 activities to log in a day
  • Curiosity about a prospect's actual business, not just their job title

Tools & platforms

  • Salesforce or HubSpot (CRM)
  • Outreach.io, Salesloft, or Apollo (sequencing)
  • LinkedIn Sales Navigator
  • Gong, Chorus, or similar call-recording tools
  • ZoomInfo or Apollo for contact data

Who this role is a good fit for

  • Anyone who has cold-called for a club, fundraiser, or campus organization
  • Former athletes who are used to measured performance
  • People who can take feedback without taking it personally
  • Candidates who want to learn the business side of tech without an engineering background

Majors and backgrounds that fit

  • Any major — sales hires for traits and grit
  • Communications
  • Business Administration
  • Psychology
  • Marketing
  • Liberal Arts (especially with athletics or leadership)

Common entry-level job titles to search for

Hiring managers use different titles for the same role. When you search job boards or filter on HireMe, try variations like:

  • Sales Development Representative (SDR)
  • Business Development Representative (BDR)
  • Inside Sales Representative
  • Outbound SDR
  • Inbound SDR
  • Market Development Representative

How to make your HireMe profile stand out for this role

  • List specific outbound or fundraising experience (campus phone-a-thon, sponsorship outreach, alumni calls) with a number — calls made, dollars raised, meetings booked.
  • Mention any CRM or sequencing tool you've touched, even from an internship.
  • Showcase resilience: athletics, competitive activities, debate, or any environment where you got direct feedback fast.
  • If you have ever written a cold email to a stranger and gotten a reply, that's a story for your profile.
  • Highlight clear, succinct writing — SDRs live or die by short emails.

Interview preparation tips

  • Expect a roleplay: cold-call the interviewer for 60 seconds. Practice with a friend in advance.
  • Have an example of a time you persuaded someone reluctant — even buying a product or pitching an idea in a group.
  • Be ready to explain why sales (not marketing, not customer success). Vague answers will hurt you.
  • Ask about quota structure, ramp time, conversion benchmarks, and AE promotion path.

Reality checks before applying

  • If the team can't tell you what % of SDRs hit quota, that's a red flag.
  • Some companies grind through SDRs in 6–12 months. Ask about average tenure and promotion rates.
  • Compensation is usually base + variable. Make sure you understand both before signing.

Frequently asked questions

What's the difference between an SDR and a BDR?+
Most companies use them interchangeably. Some draw a line: SDRs handle inbound and qualifying leads marketing brings in, while BDRs handle outbound to brand-new accounts. The actual day-to-day overlaps heavily.
Do I need a sales background to get hired?+
No. SDR teams hire for grit, coachability, and communication. Sales experience helps but is rarely required. Athletics, debate, fundraising, or any high-feedback environment translates well.
How long until SDRs get promoted to Account Executive?+
At well-run B2B companies, 12–24 months is typical for top performers. Ask about the promotion track in interviews — companies that can't answer probably don't have one.
Is SDR work mostly on the phone?+
It's a mix — calls, emails, and LinkedIn touches. Modern SDRs spend more time on email and social than cold calls, but the phone is still where most meetings get booked.
How does pay work for entry-level SDRs?+
Most SDRs earn a base salary plus a variable commission tied to meetings booked or pipeline created. Pay varies by location, employer, industry, and experience level. Use this guide to understand what affects compensation and what skills can help you stand out.

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