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:
Compensation Comparison
Entry-level roles in both tracks typically offer:
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:
Choose outbound (BDR) if:
The best approach: apply to both and let the interviews reveal which fits your style.