Glossary
Sales Ops
What is Sales Development Representative (SDR)?
A sales development representative, or SDR, typically owns the top-of-funnel work of researching accounts, starting conversations, qualifying fit, and arranging a next step for an account executive or closer.
An AI-assisted workflow can support repetitive first touches and context capture, while SDRs retain the judgment required for nuanced discovery, unfamiliar objections, and relationship building. The useful comparison is not activity volume alone, but the quality of qualified conversations and handoffs.
- •Focuses on early-stage prospecting and qualification
- •Works with account executives through a defined handoff
- •Should be measured on qualified outcomes, not only dials