Sales career guide

SDR vs BDR: what is the difference?

By Vandana Agarwal, sales development leader · Updated 4 November 2026

An SDR (Sales Development Representative) usually works inbound leads, people who already showed interest, while a BDR (Business Development Representative) usually prospects outbound, reaching companies that have not. Both book meetings for Account Executives. Many companies use the two titles for the same job, so read the job description, not the title.

Applying for these roles? Get a free CV review from a sales hiring manager's point of view.

SDR vs BDR vs Account Executive

	SDR	BDR	Account Executive (AE)
Full title	Sales Development Representative	Business Development Representative	Account Executive
Main job	Qualify people who came in and book meetings	Find new companies and book meetings	Run deals from first meeting to signed contract
Leads	Mostly inbound: demo requests, sign-ups, events	Mostly outbound: cold email, calls, LinkedIn	Meetings from SDRs and BDRs, plus their own
Measured on	Meetings booked, speed of follow-up, pipeline created	Meetings booked, pipeline created from new accounts	Revenue closed against quota
Usual next step	Account Executive	Account Executive	Senior or enterprise AE, or sales manager

How to tell which one a job really is

Look for the words in the job description, not the title. 'Inbound', 'MQL', 'demo requests' and 'speed to lead' mean SDR-style work. 'Outbound', 'net new', 'cold calling', 'target accounts' and 'territory' mean BDR-style work. Many roles in India are a mix, and many sell into the US, UK or Australia on shifted hours, which the job description usually says.

Which one should you apply for?

Both. Recruiters search for both titles, and the work overlaps enough that your CV can serve either. Put your strongest proof first: meetings booked and pipeline created against target, the channels you used, and the market you sold into. If you prefer outbound, lead with cold outreach that worked; if inbound, lead with speed and conversion.

SDR and BDR roles open right now

From company careers pages, checked every morning. Updated 4 November 2026.

See how well you fit these roles

Upload your CV: JobPipe scores roles like these against it every morning. 7 days free.

Questions people ask

What does SDR stand for?

Sales Development Representative. In sales, an SDR qualifies leads and books meetings for Account Executives. Outside sales, SDR can mean other things, such as the IMF's Special Drawing Rights.

What does BDR stand for?

Business Development Representative. A BDR prospects new companies, usually outbound, and books meetings for Account Executives.

Is a BDR higher than an SDR?

No. They are usually the same level, both entry roles in B2B sales, and both lead to Account Executive. Some companies pay outbound BDRs slightly more because the work is harder, but it depends on the company.

Is an SDR the same as inside sales?

Not quite. Inside sales means selling remotely rather than in person. SDRs and BDRs are part of inside sales, but some inside sales roles also close small deals themselves.

Which is better for becoming an Account Executive, SDR or BDR?

Both lead there. Outbound BDR work teaches you to create pipeline from nothing, which AE interviews often test. What matters most is hitting target consistently and getting close to deals.

Do SDR and BDR jobs need sales experience?

Often not. Many companies hire freshers and career switchers. Show proof you can do the work: targets you hit, customer-facing jobs, cold outreach you have done and clear writing.