The purpose

SDRs have one of the most difficult jobs in any business, and is an entry-level role found across most organisations - for good reason:

Why are SDRs so important?

The primary function of an SDR is to find new opportunities for the company to sell a product or service. In the industry, this is referred to as pipeline and is the first stage of any deal cycle.

 Equally important is the process of qualification, the gathering of information to understand if the offering and appetite are a good fit for both parties to explore further.

Who do SDRs work with?

It is therefore the role of the SDR to therefore book meetings for which they pass ownership of the deals to experienced Account Executives (AE).

 These AEs will have a list of accounts called their territory for which they will be tasked with growing the relationship, incentivised by a % of all new revenue generated. 

Where can SDRs source opportunities?

Marketing teams often help generate lists of relevant people for SDRs to reach out to in the form of inbound leads. These are usually warmer because the person will have expressed some level of interest such as attending a specific webinar.

 Most SDRs are also expected to engage in colder outreach to ideal potential buyers, of which the research, identification, and tailored communication is referred to as outbound prospecting

SDRs are seen as the talent pool within a company, as often they end up being the top performers. This means many organisations prioritise investment in their learning and career development.