What does a business development representative do?

Updated September 2026. This 2024 explainer has been updated to describe the role without assuming every employer uses the same title or process.

A business development representative (BDR) helps a sales team find and develop potential opportunities. Some companies use “sales development representative” (SDR) for similar work. The responsibilities, compensation, and path forward vary by employer.

The core work

BDRs often research accounts, identify relevant people, send tailored outreach, ask discovery questions, qualify fit, document activity, and arrange next conversations. The work requires judgment and follow-through.

What success may look like

Teams may track meetings, qualified opportunities, activity quality, pipeline contribution, or other measures. Ask how the employer defines success and what support new hires receive.

Skills that transfer

Research, customer service, communication, organization, curiosity, resilience, and coachability can all matter. Explain these skills with examples rather than assuming a prior sales title is the only evidence.

Questions to ask before accepting a role

Who is the target customer? How are leads sourced? What training is provided? What are the expectations, compensation structure, and career paths? How does the team evaluate the quality of outreach?

Put it into practice: Compare two BDR openings and note where the duties and success measures differ.

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