SDR vs BDR: What's the Difference?
SDRs and BDRs are both sales development reps who handle early-pipeline prospecting, and the titles are often used interchangeably. The common distinction: an SDR (sales development rep) qualifies inbound leads, while a BDR (business development rep) focuses on outbound prospecting to net-new accounts.
Key takeaways
- Both are sales development roles that feed pipeline to closers (AEs).
- Common split: SDR works inbound leads; BDR runs outbound prospecting.
- Many companies use the terms interchangeably — definitions vary.
SDR vs BDR
| SDR | BDR | |
|---|---|---|
| Focus | Inbound leads | Outbound prospecting |
| Source | Marketing-generated | Self-sourced, net-new |
| Goal | Qualify and book meetings | Open new accounts |
Why the line blurs
Plenty of companies use one title for both motions, or define them the opposite way. Treat the distinction as a convention, not a rule — what matters is which reps work inbound versus outbound at your company.
Frequently asked questions
What's the difference between an SDR and a BDR?
Conventionally, SDRs qualify inbound leads while BDRs prospect outbound to new accounts — but many companies use the terms interchangeably.
What does SDR stand for?
Sales development representative — a rep focused on early-pipeline qualification, usually of inbound leads.
Do SDRs and BDRs close deals?
Generally no — they qualify and book meetings, then hand opportunities to Account Executives who close.
Related service: Build an SDR workflow in HubSpot