Definition
An SDR (Sales Development Representative) is a specialized sales role responsible for the top of the funnel: prospecting, qualifying inbound and outbound leads, and booking discovery meetings for account executives. SDRs don't close deals — they create pipeline. They're typically the highest-volume callers on any outbound team.
How It Works
SDRs spend their day executing outreach sequences: making 60-150 calls, sending 20-50 personalized emails, and engaging prospects on social channels.
They qualify leads based on BANT criteria (Budget, Authority, Need, Timeline) and hand off qualified opportunities to account executives.
SDRs using Switchboard's power dialer with Pipeline CRM can eliminate manual data entry entirely — every call is auto-logged, every contact is synced, and AI coaching from Strategist helps them improve their pitch in real time..