Business Development Representative (BDR)

Definition The Business Development Representative specializes in outbound-only lead generation, targeting net new logos outside existing inbound channels. BDRs research ICP accounts, multi-thread decision-makers, and run personalized cadences (email, LinkedIn, calls) to spark initial conversations. In B2B SaaS, they expand total addressable market by penetrating new verticals, geographies, or segments where inbound hasn't penetrated. Unlike SDRs (inbound + outbound mix), BDRs master high-volume cold outreach (80–120 activities/day) using ABM tools and intent data, handing warm intros to SDRs/AEs for qualification. Responsibilities Net New Prospecting: Target untouched ICP accounts (no prior engagement). Multi-Threading: Engage 3–5 contacts/account (champion + influencers + economic buyer). Cadence Execution: Personalized email/LinkedIn sequences + calls, 15–25 meetings/quarter. Research & Personalization: LinkedIn Sales Nav, ZoomInfo, intent signals for relevance. Handoffs: Pass warm leads to SDRs with context (pain signals, timing). ABM Campaigns: Partner with marketing on targeted account plays. BDR Levels & Focus Level Meetings/Qtr Key Focus Ramp Time BDR (Entry) 12–18 Volume outbound 45 days Senior BDR 20–30 ABM, vertical specialization 60–90 days Strategic BDR 25–40+ Enterprise net new, C-suite 90+ days Performance Metrics Meetings Booked: 15–25/quarter (top 30+). Conversion to SQL: 30–50% (lower than SDR inbound). Pipeline Generated: $750K–$1.5M/quarter. Activity Volume: 80–120 touches/day, 40–60 accounts/week. Positive Response Rate: 5–10% on cold outreach. Ramp Targets: 25% productivity Month 1, 50% Month 2, full Month 3. Real-World Examples A BDR team (3 reps) penetrates the FinTech vertical, booking 22 meetings/quarter with CTOs/CFOs, generating $2.1M pipeline from zero prior presence. An Enterprise BDR targets 30 Fortune 500 CMOs with personalized video and research-based emails, lands 18 meetings, and fuels $5M in pipeline. An ABM BDR runs a 50-account campaign with marketing, achieving 28% meeting rate vs. the 6% cold outbound baseline. Common Challenges Cold Rejection: 90–95% negative response rates. Research Time: Balancing volume vs. personalization. Burnout: Pure outbound grind without inbound "wins." Lead Quality: Handoff friction if meetings lack fit. Scale Limits: Personalization doesn't scale beyond 60 accounts/week. The Fix: Intent data & buyer signals, ABM focus, video messaging, multi-threading automation, weekly pipeline reviews. Frequently Asked Questions What’s the difference between a BDR and an SDR? Usually, BDR = outbound net new only. SDR = inbound response & lighter outbound. What's a good BDR ramp time? 45–60 days. Week 1–2: ICP & tool training. Month 2: full cadence volume. Should BDRs qualify leads? Light discovery only—full qualification by SDR/AE post-handoff. What’s an ideal BDR:AE ratio? 1:3–1:5. BDRs have more leverage than SDRs due to outbound focus. Can BDRs move up to AE? Yes, but it’s usually a longer path (18–24 months) than SDR to AE (12–18 months). This is because a BDR gets less discovery exposure. Last Updated: December 18, 2025 Reviewed by: Ben Hale