Also called: BDR, Business Development Rep
TL;DR
An outbound-focused sales rep who creates pipeline by prospecting target accounts, often used interchangeably with SDR.
BDR is often used interchangeably with SDR, but where a distinction is drawn, BDRs typically focus on outbound-only prospecting against named target accounts, while SDRs handle a mix of inbound qualification and outbound. The naming convention varies by company.
BDR teams typically run multi-channel sequences (email, phone, LinkedIn, video) against an account list curated with the AE. Their measure is meetings booked with decision-makers in target accounts.
A BDR team at a Series-B fintech sources 80% of new-logo pipeline via outbound to a target list of 1,500 named accounts. They're measured on accounts engaged, multi-threaded contacts created, and sourced ARR, not on closing deals.
Sales-led decks usually mention BDR/SDR capacity in the Use of Funds section as part of GTM scaling.
A sales rep responsible for outbound prospecting and inbound qualification, handing qualified opportunities to Account Executives.
The sales rep who owns the deal cycle from qualified opportunity to signed contract, carrying revenue quota.
The set of qualified opportunities currently moving through the sales cycle, segmented by stage and weighted by probability.
A precise definition of the buying organization that gets the most value from your product and is the cheapest to acquire.
A composite measure of how quickly a sales team converts pipeline into closed revenue, derived from deals × win rate × ACV ÷ cycle length.
Deckmetric scores your pitch across 10 VC frameworks and against 8 investor types.