A BDR, or Business Development Representative, is similar to an SDR (Sales Development Representative) but may work on slightly different types of leads.
While SDRs usually handle outbound outreach, BDRs often focus on inbound leads or strategic partnerships. In some companies, the titles are used interchangeably. In others, there’s a clear distinction.
What BDRs do
- Follow up with leads who’ve shown interest (like downloading a guide or signing up for a trial)
- Reach out to potential partners or channel opportunities
- Qualify leads based on interest, budget, and need
- Coordinate with marketing and sales to push things forward
Why BDRs matter
BDRs play a key role in turning early interest into real pipeline. They make sure that warm leads are nurtured, supported, and handed off smoothly to Account Executives [LINK]. Without them, good opportunities can easily fall through the cracks.