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Sales Development Representative

A Sales Development Representative finds and qualifies new sales opportunities. They research prospects, run outbound outreach by email, call, and social, and book meetings for Account Executives. The role is the front line of the sales funnel, testing messaging and building pipeline, and often the first step toward a closing sales career.

Responsibilities

Research and identify target prospects
Run outbound outreach across email, phone, and social
Qualify leads against defined criteria
Book qualified meetings for Account Executives
Maintain accurate CRM records
Test and refine outreach messaging

Must-have skills

Strong written and verbal communication
Resilience and consistency
Research and prospecting skills
CRM and outreach tool familiarity
Coachability and drive

Nice-to-have skills

Sales engagement platforms (Outreach, Salesloft)
Social selling skills
Industry knowledge
Basic copywriting

Average Salary

Typical US base salary for an HR Generalist by experience level.

Junior

0–2 yrs experience

$50,000 – $65,000
US annual salary (USD)

Intermediate

0–2 yrs experience

$65,000 – $82,000

US annual salary (USD)

Senior

0–2 yrs experience

$82,000 – $105,000

US annual salary (USD)

Figures are annual US market estimates for orientation, not offers. Actual pay varies by location, company stage, and equity.

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Frequently asked questions

What does an SDR do?
They generate and qualify new sales leads through outbound outreach, then book meetings for Account Executives to close.
Is SDR an entry-level role?
Yes, it is a common entry point into sales and often leads to an Account Executive role within one to two years.
How are SDRs measured?
Typically on activity and, more importantly, on qualified meetings booked and pipeline generated.
What makes a successful SDR?
Persistence, clear communication, good research, and the ability to handle rejection while staying consistent day after day.

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