Use this as a working guide, not a passive read. Skim the sections, copy the frameworks, then connect the advice to a real role, interview, call, or account you are working on this week.
The terms SDR (Sales Development Representative) and BDR (Business Development Representative) are often used interchangeably, but there are meaningful differences depending on the company.
The General Distinction
SDRs typically focus on inbound leads—responding to demo requests, qualifying marketing leads, and converting interest into meetings for Account Executives.
BDRs typically focus on outbound prospecting—cold calling, cold emailing, and creating opportunities from scratch in target accounts.
The Reality
Most companies use these terms differently. At some organizations, BDRs are senior to SDRs. At others, it's reversed. Some companies only have one role and call it either name.
What actually matters:
- Inbound vs. outbound focus
- SMB vs. Mid-Market vs. Enterprise targets
- Quota structure and OTE
- Path to AE promotion
Compensation Comparison
Entry-level roles in both tracks typically offer:
- Base: $45,000 - $65,000
- OTE: $65,000 - $90,000
- Top performers: $100,000+
Outbound-focused roles often have slightly higher OTEs due to difficulty, but inbound roles may have higher attainment rates.
Which Should You Target?
Choose inbound (SDR) if:
- You're brand new to sales
- You want to learn qualification before prospecting
- You prefer a more predictable workflow
Choose outbound (BDR) if:
- You're comfortable with rejection
- You want to develop prospecting skills fast
- You're targeting enterprise companies (more outbound-heavy)
The best approach: apply to both and let the interviews reveal which fits your style.
