SDR vs. BDR: What’s the Difference?
SDRs focus on outbound prospecting and cold outreach, while BDRs typically handle inbound lead qualification and business development — though many companies use the titles interchangeably.
SDRs focus on outbound prospecting and cold outreach, while BDRs typically handle inbound lead qualification — though many companies use the titles interchangeably. The distinction matters when you're structuring a sales team, setting quotas, and hiring. Here's exactly how they differ.
Role Focus: Outbound vs. Inbound
The core difference is where the leads come from. SDRs generate pipeline through cold outreach — cold calls, cold emails, LinkedIn outreach, and multi-channel sequences targeting prospects who haven't engaged with your company. BDRs work inbound leads — demo requests, content downloads, webinar attendees — and qualify them for Account Executives.
Side-by-Side Comparison
| Dimension | SDR | BDR |
|---|---|---|
| Lead source | Outbound (cold) | Inbound (warm) |
| Primary activity | Cold calling, cold email, LinkedIn | Lead qualification, demo follow-up |
| Key metric | Meetings booked from outbound | MQL → SQL conversion rate |
| Base salary | $45K–$65K | $45K–$60K |
| OTE | $70K–$95K | $65K–$90K |
| Best for | Building new pipeline | Converting existing demand |
When to Hire SDRs vs. BDRs
Hire SDRs when you need to build pipeline proactively — entering new markets, launching outbound motions, or scaling beyond what inbound can deliver. Hire BDRs when your marketing generates more leads than your AEs can handle and you need qualification capacity.
Most B2B companies scaling past $5M ARR end up needing both. The ratio depends on your inbound-to-outbound pipeline mix.
Which Should You Hire First?
If your inbound leads are piling up unqualified, hire a BDR. If your pipeline is anemic and you need to create demand, hire an SDR. Either way, Shortlist delivers pre-screened candidates in 48 hours — post your role free to get started.
Frequently Asked Questions
What is the difference between SDR and BDR?
SDRs focus on outbound prospecting (cold outreach to new prospects) while BDRs focus on inbound lead qualification (following up on marketing-generated leads). Many companies use the titles interchangeably.
Do SDRs or BDRs make more money?
SDRs typically have slightly higher OTE ($70K–$95K vs. $65K–$90K) because outbound prospecting is harder and rejection rates are higher.
Should I hire an SDR or BDR first?
Hire a BDR if you have more inbound leads than you can qualify. Hire an SDR if you need to build outbound pipeline. Most scaling companies eventually need both.
Can one person do both SDR and BDR work?
In early-stage companies, yes — one rep can handle both inbound and outbound. But as volume scales, splitting the roles improves focus and conversion rates.