What is an SDR? (sales development representative, explained)
An SDR (sales development rep) is a salesperson focused on the top of the funnel — prospecting and qualifying leads, then booking meetings for closers (AEs). Here's the role, metrics, and modern stack.
Short answer: an SDR (Sales Development Representative) is a salesperson who owns the top of the funnel — prospecting, running outbound sequences, qualifying inbound leads, and booking qualified meetings that they hand to Account Executives (AEs) to close. SDRs are measured on activity and meetings booked, not closed revenue.
What an SDR does
- Builds and works prospect lists across email, LinkedIn, call.
- Runs multichannel sequences and follow-ups.
- Qualifies replies (budget, fit, timing) and books meetings.
- Logs everything in the CRM and hands warm meetings to AEs.
How SDRs are measured
Activities (touches), reply rate, meetings booked, and meetings-to-opportunity. Quality of meetings matters more than raw volume.
The modern SDR stack
One platform for all channels + a CRM beats a fragmented stack. (And AI is increasingly drafting the first pass — see AI SDR vs human SDR.)
Autocloz gives an SDR every channel, a free CRM and sequence automation in one login.
> Start free — equip your SDRs with one platform for everything.