A Quick Guide to Two Common B2B Sales Roles
If you’re building your first B2B sales team, you’ve probably heard the acronyms SDR and BDR thrown around. They often get used interchangeably, but they’re not the same.
This short guide will walk you through the difference between SDRs (Sales Development Reps) and BDRs (Business Development Reps), what they actually do, and how to decide which one your company needs.
SDR vs BDR: Quick Definitions
| Role | Stands For | Main Focus | Typical KPIs |
|---|---|---|---|
| SDR | Sales Development Representative | Inbound lead qualification | Demos booked, conversion rate, lead response time |
| BDR | Business Development Representative | Outbound prospecting and outreach | Meetings set, outreach volume, pipeline created |
At a glance:
- SDRs respond to interest.
- BDRs create interest.
What Does an SDR Do?
An SDR typically handles inbound leads, people who have already shown interest by downloading a guide, signing up for a webinar, or filling out a contact form.
Common SDR responsibilities:
- Qualify inbound leads using predefined criteria (e.g. BANT, MEDDIC)
- Respond quickly to demo requests or signups
- Book meetings for Account Executives (AEs)
- Maintain accurate CRM data
- Nurture early-stage prospects until they’re sales-ready
SDRs are the front line of your inbound engine. They’re often your prospect’s first real human contact.
What Does a BDR Do?
A BDR is usually responsible for outbound outreach, proactively identifying and contacting potential customers who haven’t yet engaged with your brand.
Common BDR responsibilities:
- Research and build lists of ideal prospects
- Run cold email and LinkedIn outreach sequences
- Make cold calls
- Personalize messages based on account or persona
- Set meetings for the sales team or founder
BDRs are often the growth hackers of sales, creative, persistent, and crucial for new market entry.
Why the Confusion?
In practice, the lines between SDR and BDR blur, especially in startups or small teams. Some companies use SDR as a catch-all title. Others hire one rep to do both inbound and outbound work.
Fraser Morrison, founder of 1000Steps, puts it simply:
“Don’t obsess over titles. Focus on tasks. What problem are you solving, too many leads, or not enough?”
Which Role Does Your Startup Need?
Here’s a quick side-by-side breakdown of SDRs and BDRs. Use this to decide which role fits your current sales model, and who to hire first.
Here’s a simple way to decide:
| If you have… | You likely need a… |
|---|---|
| Lots of inbound traffic or trial signups | SDR to qualify leads |
| No leads, no traffic, and need to break into new accounts | BDR to go outbound |
| A founder or AE overwhelmed with top-of-funnel tasks | Either, depending on source of leads |
Remember, SDRs and BDRs don’t close deals, they hand qualified opportunities to closers. If you don’t have AEs yet, the founder is still the closer.
How Do SDRs and BDRs Fit in a B2B Sales Team?
As your team grows, the typical structure looks like this:
[SDRs] → [AEs] → [CSMs or Account Managers]
↑
[BDRs]
- BDRs feed new outbound leads into the top of the funnel
- SDRs qualify inbound and outbound responses
- AEs close
- CSMs manage ongoing relationships
If you’re scaling, clarity in these roles keeps your pipeline structured and your conversion rates consistent.
For more help designing your sales structure, explore how we work with sales processes.
Final Thought
Don’t get hung up on acronyms. Focus on:
- Where your leads are coming from
- Who should handle first contact
- How best to convert interest into real pipeline
Whether you call them SDRs or BDRs, the goal is the same, build pipelines your team can close.
Need help structuring your B2B sales team?
We work with founders and sales leaders to design clear, scalable sales roles that actually fit your growth stage.
FAQ about SDR vs BDR
Are SDRs and BDRs the same?
Not exactly. SDRs usually focus on qualifying inbound leads, while BDRs focus on outbound prospecting. But in small teams, one person may do both.
Who should I hire first, an SDR or a BDR?
If you have incoming leads to qualify, start with an SDR. If you need to generate pipeline from scratch, start with a BDR.
Do SDRs and BDRs close deals?
Typically no. They book qualified meetings, which are then closed by AEs (Account Executives) or founders.