Should You Work at a Start-Up or a Big Tech Company as an SDR?

If you’re a graduate weighing up SDR roles, there’s one question that always comes up: start-up or big tech? Both offer great experience, but the day-to-day, the pace, and the progression can look very different. Here’s what you need to know before choosing your path. Should You Work at a Start-Up or a Big Tech Company as an SDR?

Start-Up SDR Roles: Fast, Scrappy, High-Impact 

Start-ups throw you in the deep end, and that’s often a good thing. You’ll be building lists, crafting cold outreach, handling objections, and booking meetings from day one. There’s less red tape and more room to get creative with your approach. You’re not just a cog in the machine: your results can directly influence growth. That kind of exposure can be golden early in your career. 

But start-ups aren’t always smooth sailing. You’ll likely be the first or only SDR. Processes may be half-built. The tech stack might be messy. Training can be limited. If you thrive in chaos and enjoy figuring things out as you go, this could be your sweet spot. 

Big Tech SDR Roles: Structured, Recognised, and Resource-Heavy 

On the flip side, large tech companies often have slick onboarding, strong mentorship, and defined career paths. You’ll get trained by experienced sales leaders and follow proven playbooks. The name on your CV will open doors later on and you’re more likely to have perks like better base pay, L&D budgets, and internal mobility. 

But structure comes with boundaries. You might be expected to stick tightly to scripts or work one narrow part of the sales cycle. There’s often less room to experiment and more pressure to hit KPIs in a very specific way. You’ll be one of many SDRs – so standing out takes more than just doing the basics well. 

Ask Yourself These Questions Before You Decide 

• Do you want to learn by doing, or do you want formal training and structure? 

• Are you comfortable with ambiguity and change? 

• Do you want to be one of the first people building something  or part of something already big and proven? 

• Are you looking for fast progression, or a safer bet for your first step? 

Our Take 

If you’re the kind of grad who gets bored easily, learns fast, and doesn’t mind a bit of uncertainty, a start-up could give you more freedom and faster growth. If you prefer clear guidance, defined processes, and prestige on your CV, big tech is a strong launchpad. Neither is better – it just depends on how you want to learn, grow, and work. 

Want to break into a graduate sales role?

Check out our latest SDR opportunities or download our free SaaS guide to get started.