Sales Development Rep

Also called SDR

Sales development representative: a rep focused on the top of the funnel, prospecting and qualifying leads, then handing warm opportunities to account executives who close them.

Why it matters

Splitting prospecting (SDR) from closing (AE) can make a sales team more efficient at scale. But it is usually a later step, early on the founder or a generalist does both, since the playbook is still being written.

For example

A sales development rep spends the day prospecting and qualifying leads, then hands the warm ones to an account executive to close.

Related terms

Account Executive Business Development Rep Cold Outreach

Go deeper

See how founders actually handle this on Getting your first customers, part of the Starting Up hub.

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