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) owns the top of the funnel — prospecting, running outbound sequences, qualifying inbound leads, and booking qualified meetings they hand to Account Executives (AEs) to close. You measure an SDR on activity and meetings booked, not on 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
Touches, reply rate, meetings booked, and meetings-to-opportunity. The quality of those meetings beats raw volume every time.
The modern SDR stack
One platform for every channel plus a CRM beats a stack stitched from five tools. (And AI now drafts more of the first pass — see AI SDR vs human SDR.)
Autocloz hands an SDR every channel, a free CRM and sequence automation behind one login.
> Start free — equip your SDRs with one platform for everything.