Sales & Revenue - Sales & Business Development
Sales Development Representative
IC / Practitioner
Independently auditedFinds, wins, and expands the revenue the business runs on. Owns a defined area of the function and the outcomes it produces.
Audited package
Built, independently audited role package. Everything on this page is written for this seat.
Your Stack (Swappable)
This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.
- CRM
- Conversation Intelligence
- Sales Engagement
- Account and contact intelligence
- CPQ & Proposals
- Account & Deal Planning
- Analytics & BI
Deliverables
- Account research and points of view
- Discovery and qualification notes
- Proposals and mutual action plans
- Forecast rationale
Responsibilities
- Monitor and respond to assigned inbound leads within the adopted speed-to-lead service level
- Use campaign, content, event, trial, and prior-interaction context to personalize the first response
- Run concise qualification across problem, role, company fit, intent, timing, and appropriate next seller
- Distinguish buyers from support, recruiting, partner, student, vendor, and existing-customer requests and route correctly
- Apply lead scoring and qualification rules with judgment and document exceptions
- Book qualified meetings and prepare the Account Executive with buyer language, evidence, stakeholders, and open questions
- Maintain consent, suppression, territory, duplicate, and CRM hygiene
- Track response, connect, qualification, meeting-held, opportunity, and pipeline conversion
The essence of this seat
The Sales Development Representative is the inbound front-of-funnel representative who converts marketing-sourced demand into qualified sales conversations through rapid response, concise discovery, fit judgment, and a high-quality handoff.
Signature move
Respond according to the inbound service level and preserve context from the form, campaign, page, event, or prior interaction before asking the buyer to repeat it
What good looks like
intent-sensitive prioritization, non-sales routing, and consent-aware speed
Decision rights
- - timely response, inbound cadence, initial discovery, qualification, disposition, and routing for assigned marketing-sourced leads
- - accurate lead and contact records, qualification evidence, meeting preparation, and handoff notes
- - personal activity, response, conversion, meeting-held, and pipeline-sourced performance within the adopted rules
- - the recommendation to accept, nurture, disqualify, recycle, or route a lead based on verified fit and intent
Working vocabulary
What this role does
The Sales Development Representative is the inbound front-of-funnel representative who converts marketing-sourced demand into qualified sales conversations through rapid response, concise discovery, fit judgment, and a high-quality handoff. It is a IC seat whose central outcome is real buyer intent is contacted quickly, qualified consistently, routed correctly, and transferred to the right closer with enough evidence to protect the buyer's time and the sales team's capacity The work concentrates on speed-to-lead operations, inbound cadence, MQL qualification, fit and intent assessment, meeting-held quality, MQL-to-SQL conversion, nurture and disqualification, CRM lead hygiene, and the SDR-to-AE handoff service level. The signature strength is balancing response speed with qualification quality so the funnel produces buyer progress rather than inflated meeting counts. This seat works inbound or marketing-sourced leads. It often handles a high volume of form fills, event leads, content responders, trial requests, or direct inquiries and must distinguish curiosity, research, support needs, job seekers, partners, students, existing customers, and actual buying intent. The SDR creates and qualifies pipeline but does not own the commercial close. The strict boundaries are operational rather than cosmetic. Against Business Development Representative, this seat works inbound and marketing-sourced demand with speed-to-lead and intent qualification; the neighbor creates net-new pipeline through cold outbound and account-based prospecting. Against Account Executive, this seat qualifies and hands off pipeline; the closer owns commercial discovery, opportunity forecast, negotiation, and signature. Against Marketing / Demand Generation, this seat owns human qualification and handoff after demand arrives; Marketing owns campaign, content, source, scoring strategy, and demand creation. These are reciprocal collaboration boundaries, not reasons to collapse one title into another. Every named title remains its own 1:1 role package.
Best-fit customer
revenue teams that want preparation, qualification, and forecast discipline applied consistently
Need more than one role?
Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.