Business development representative (BDR)
Also known as: BDR
In short
A business development representative (BDR) is an early-stage sales role focused on creating new pipeline through outbound prospecting. BDRs research target companies, contact decision-makers by email, phone, and social channels, and book meetings for account executives.
The term is often used alongside SDR. Where companies distinguish them, a BDR works outbound toward accounts the company chose, while an SDR handles inbound leads. Many teams use the two titles for the same job.
What a BDR does
- Builds lists: Selects target accounts and finds the right contacts.
- Runs outreach: Sends sequenced emails, makes calls, and uses social touches.
- Qualifies interest: Confirms there is a real problem, fit, and timing before a handoff.
- Books meetings: Schedules the first conversation with an account executive.
- Records context: Writes down what was learned so the AE does not repeat questions.
BDR vs. SDR
Where the split exists, BDRs prospect outbound and SDRs respond to inbound. Both create pipeline for AEs. Check the job description, since the same title can mean different things at different companies.
How BDR performance is measured
Common measures are activity, meetings booked, meetings held, and opportunities accepted by AEs. Activity shows effort, but opportunities accepted show quality. Say a BDR books 12 meetings and only 3 become opportunities. The team should look at targeting and qualification before pushing for more meetings.
Habits of effective BDRs
- Research for two minutes to find a real reason to reach out.
- Use several channels, not only email.
- Follow up on a defined schedule instead of ad hoc.
- Keep CRM notes current.
- Ask for feedback from AEs on meeting quality.
Common mistakes
- Volume over fit: Emailing everyone wastes time and hurts sender reputation.
- Weak handoffs: Meetings without context frustrate AEs and buyers.
- No career path: Without a clear route to AE or management, BDRs leave early.
Business development representative FAQs
What does a business development representative do?
A business development representative prospects target companies, contacts decision-makers through email, phone, and social channels, qualifies interest, and books meetings for account executives. The role exists to create pipeline so that closers can spend their time on active deals.
What is the difference between a BDR and an SDR?
In many companies the titles mean the same thing. Where they differ, a BDR focuses on outbound prospecting into chosen accounts, while an SDR focuses on responding to and qualifying inbound leads. Always check the job description.
How do BDRs get paid?
Most BDRs receive a base salary plus variable pay tied to meetings held or opportunities accepted. Plans vary by company, and good plans reward quality, such as accepted opportunities, instead of only meeting volume.
What is the career path for a BDR?
Common next steps include account executive, sales development team lead or manager, and sometimes roles in marketing or customer success. Many companies promote BDRs to AE after a period of consistent performance and training.
