// Sales
SDR
Also known as Sales Development Representative
Sales Development Rep, outbound-focused rep who prospects new accounts and books meetings for AEs.
In depth
SDRs sit at the top of the funnel and are measured on meetings booked, meetings held and pipeline generated. The role emerged from Aaron Ross's Predictable Revenue at Salesforce circa 2004 and is being reshaped by agentic SDR tooling.
Related terms
BDR
Business Development Rep, often synonymous with SDR; some orgs split BDR = outbound, SDR = inbound.
AE
Account Executive, the quota-carrying rep who runs deals from qualified opportunity to close.
Sequence
A multi-touch, multi-channel outbound cadence executed by an SDR, email, call, LinkedIn, over ~2–3 weeks.
Agentic SDR
An AI agent that autonomously researches, personalises and sends outbound sequences with human oversight.