SDR (Sales Development Representative)
A Sales Development Representative (SDR) is a sales role focused on the early funnel — prospecting, qualifying, and booking meetings — distinct from Account Executives (AEs) who own the close.
What is SDR (Sales Development Representative)?
The SDR role formalized in the early 2010s as a specialization that separated the prospecting work from the closing work — recognizing the two require different skills and operational rhythms. A modern SDR is responsible for outbound (cold prospecting against ICP-fit accounts) and/or inbound (qualifying marketing-generated leads). The role's economics are shifting: where one SDR could once produce ~10 qualified meetings per week through 100 daily activities, AI agents now produce more meetings with the SDR in a supervisory role rather than the operator.
Why it matters
- Specialized role separating prospecting from closing — different skills, different cadences.
- AI agents are shifting the role from operator to supervisor — fewer SDRs producing more pipeline.
- SDR-to-AE conversion ratio is a key sales-org diagnostic.
Use cases
- Outbound prospecting. SDRs run programmatic outbound against ICP-fit account lists.
- Inbound qualification. SDRs qualify marketing-generated leads before AE handoff.
- AI-augmented operation. SDR supervises AI agents handling the operational load.
How turgo helps
turgo's AI SDR works alongside human SDRs — the agent handles execution, the human handles judgment, supervision, and the conversations that need a person.
See turgo in action →
