SDR vs BDR: What's the Difference (And Which One Should You Go For?)
SDR and BDR are often used interchangeably, but they're not always the same thing. Here's how to tell them apart.
If you've been looking at graduate sales roles, you've probably seen both SDR (Sales Development Representative) and BDR (Business Development Representative) used, sometimes for what appears to be exactly the same job. The confusion is understandable, because the terms genuinely do overlap. But there are meaningful differences worth understanding.
SDR: inbound focus
In most companies, the SDR role is primarily inbound: responding to leads generated by marketing, qualifying them, and passing them to account executives. The work is structured, the lead volume is higher, and the job is less about hunting and more about qualifying and converting interest that already exists.
BDR: outbound focus
BDR roles typically involve more outbound prospecting: identifying potential customers who haven't expressed interest yet, reaching out cold, and generating pipeline from scratch. This requires more creativity, more resilience in the face of rejection, and a higher degree of self-direction.
Which one is right for you?
If you're earlier in your career and want more structure and volume, an SDR role at a company with strong inbound marketing is a good starting point. If you're someone who likes the challenge of creating something from nothing and is comfortable with a less defined process, a BDR role may suit you better, and often pays more once you're performing.
In practice, many early-stage companies use the titles interchangeably, so it's worth asking directly in interviews what the actual split between inbound and outbound looks like day-to-day.
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