SDR FAQ
Quick answers to the most common questions about SDR. For the full definition, formula, and benchmarks, see the SDR glossary page.
What does an SDR do?
An SDR prospects: researching accounts, running cold email and call sequences, qualifying inbound leads, and booking meetings for account executives. The role exists so closers spend their time closing, not hunting.
What is the difference between an SDR and an AE?
The SDR opens and the AE closes: SDRs generate and qualify pipeline, then hand qualified meetings to account executives who run demos, negotiate, and sign the deal. It is the classic assembly-line split of a scaled SaaS sales team.
How many meetings should an SDR book per month?
Commonly 8–15 qualified meetings per month in B2B SaaS, varying with ACV and market — higher-ACV enterprise motions expect fewer, better-researched meetings.
Keep exploring SDR
An SDR is a sales development representative — a specialized sales role focused on outbound prospecting and inbound lead qualification, booking qualified meetings that account executives then run to close. Read the full SDR definition for formulas, benchmarks, and common mistakes.