B2B sales glossary
SDR stands for sales development representative: a salesperson who qualifies leads — often inbound — and sets meetings for account executives, instead of closing deals themselves.
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SDRs specialise in the first conversations. They respond to inbound interest quickly, check fit and timing against criteria such as BANT, and pass qualified opportunities to an account executive.
Splitting prospecting from closing lets each role focus: SDRs on speed and volume of first conversations, AEs on running deals to close.
| SDR | BDR | Account executive | |
|---|---|---|---|
| Main focus | Qualifying leads (often inbound) | Prospecting new accounts (often outbound) | Closing deals |
| Measured on | Meetings / SQLs | Meetings from new accounts | Revenue |
| Hands off to | AE | AE | Customer success |
| Term | In one line |
|---|---|
| BDR (Business Development Representative) | BDR stands for business development representative: a salesperson who finds and opens new business — usually through outbound prospecting — and books meetings for account executives. |
| MQL vs SQL | An MQL (Marketing Qualified Lead) has shown enough interest to be worth a follow-up but is not yet ready to buy. |
| Quality Lead | A quality lead is a prospect that closely matches your Ideal Customer Profile (ICP) and shows clear signals of intent — making them significantly more likely to convert than a generic, unqualified lead. |
| ISR (Inside Sales Representative) | ISR stands for inside sales representative: a salesperson who sells remotely — by phone, email and video — rather than meeting customers in person. |
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Sales development representative.
In outbound calling teams, SDRs make first-contact calls to qualify prospects and book follow-ups for senior salespeople.
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