SDR vs BDR: what the titles mean and which to use
SDR stands for sales development representative. BDR stands for business development representative. At most companies the two titles describe the same job.
Both roles create first meetings for account executives. The rep researches accounts, contacts buyers and passes qualified meetings on.
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Where companies draw a line
Some companies use the titles to split the work. The usual split looks like this:
| SDR | BDR | |
|---|---|---|
| Lead source | Inbound leads | Outbound to chosen accounts |
| Main task | Respond fast and qualify | Research and start new conversations |
| Typical activity | Calls and email on warm leads | Calls, email and LinkedIn on cold leads |
Other companies swap the two words, or use BDR for enterprise accounts. Read the job description to see the split.
What stays the same
- Both roles hand meetings to an AE.
- Both are measured on meetings held and meetings accepted.
- Both often lead to an AE role.
- Both need a quota, a ramp plan and weekly coaching.
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Which title to use for your team
- If your reps split inbound and outbound, use SDR for inbound and BDR for outbound. Write the split in the job description.
- If every rep does both, pick one title and use it everywhere.
- If you hire from outside, say in the advert what the rep does each day. Candidates compare roles by tasks, not titles.
Pay and quota
| Market | Base | OTE | Source |
|---|---|---|---|
| UK SaaS average | £33K | £49K | Sales Recruit UK, 2026 |
| US survey median | $55K | $80K | Bridge Group, 2025 |
Public salary data does not separate the two titles reliably.
Pay depends on the market and the motion, not on the title. See the SDR and BDR compensation guide for dated benchmarks. Set quota on meetings held and accepted for both. The SDR comp plan calculator models a month.
Career path
Both titles lead to AE roles. The SDR to AE promotion criteria guide gives four areas to assess.
Next step: the free SDR 30/60/90 day plan works for either title.
Questions
Is a BDR more senior than an SDR?
Not by default. At some companies BDRs work enterprise accounts and are paid more. At most, the titles are equal.
Do SDRs and BDRs have the same quota?
It depends on the motion. Most teams set quota on meetings held and accepted for both.
Can I use both titles on one team?
Yes, if the duties differ. Write the difference in each job description so reps and candidates know it.
Also: how to become an SDR in the UK.
Related guides
SDR and BDR comp plans
OTE benchmarks for the UK, US and Europe, and how to design the plan.
SDR to AE promotion criteria
Four areas to assess, a scorecard and how to say "not yet".
SDR team structure
SDR to AE ratios, span of control and when to add a team lead.
SDR salary in the UK
Base, OTE and the London premium by source.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.