kalkoWhat is an SDR in sales?
SDR stands for sales development representative. An SDR researches prospects, reaches out, qualifies leads and hands the good ones to an account executive. SDRs do not close deals themselves.
Key takeaways
- HubSpot says SDRs qualify inbound leads and create early-stage pipeline, but do not close deals (HubSpot).
- Salesforce describes the SDR as the rep who works a lead list by phone or email, then passes qualified leads to an account executive (Salesforce).
- HubSpot notes that some companies use SDR and BDR for the same job (HubSpot).
What does an SDR do?
- Research prospects and their accounts (HubSpot).
- Reach out by phone, email and LinkedIn in planned sequences (HubSpot).
- Qualify each lead: does it fit, is there a need, and is the timing right?
- Hand qualified leads to an account executive, with notes (HubSpot).
What does an SDR's day look like?
- Research the accounts and people for the day.
- Run outbound sequences: calls, emails and LinkedIn messages, often in one morning block (HubSpot).
- Answer replies and book meetings.
- Update the CRM and hand over the qualified leads.
Is an SDR inbound or outbound?
- It depends on the company.
- HubSpot puts SDRs on inbound leads and BDRs on outbound prospecting (HubSpot).
- Salesforce describes SDRs as the reps who prospect from a lead list (Salesforce).
- Read the job description: it says whether the leads come to you or you go to them.
SDR (sales development representative) vs BDR: what is the difference?
| Dimension | SDR (sales development representative) | BDR |
|---|---|---|
| Usual focus | Qualifying inbound leads (HubSpot) | Outbound prospecting and cold calls (HubSpot) |
| Closes deals | No | No |
| Hands leads to | An account executive | An account executive |
| Same job? | At some companies, yes (HubSpot) | At some companies, yes (HubSpot) |
Where Kalko fits
Kalko gives SDRs a short list of accounts with a reason to buy now. It shows who to contact and what to say, with a source and a date behind every claim.
Questions people ask
What does SDR stand for in sales?
Sales development representative. The SDR finds and qualifies leads, then passes them to an account executive.
What is the difference between an SDR and a BDR?
At many companies, SDRs qualify inbound leads and BDRs prospect outbound. At others, the two titles mean the same job.
What is the difference between an SDR and an account executive?
The SDR finds and qualifies leads. The account executive takes the qualified lead and closes the deal (Salesforce).
Sources
- HubSpot Blog: SDR skills, checked October 28, 2026
- HubSpot Glossary: business development representative, checked October 28, 2026
- Salesforce Blog: what is outbound sales?, checked October 28, 2026
Sales prospecting
Sales prospecting is finding potential customers and starting conversations with them. See the main methods, the steps, and how it differs from lead generation.
→Outbound sales
Outbound sales is when the seller starts the conversation, by cold call, email or LinkedIn. See how it differs from inbound sales on cost, speed and win rates.
→Fewer accounts. Better won.
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