Glossary

What is the difference between an SDR and a BDR?

An SDR (sales development rep) qualifies leads, often ones that came in on their own, and passes them to a seller. A BDR (business development rep) starts outbound conversations with target accounts. Many companies use the two titles for the same job, so check the job description, not the title.

Published by Sellinger AI. Numbers and settings checked on 19 October 2026 against the fact register. Report an error.

How do the two roles differ?

Common split of the two roles
	SDR	BDR
Main source	Inbound leads and sign ups	Outbound lists of target accounts
Main job	Qualify and book a meeting	Open a conversation with a person who did not ask
Typical channels	Email, phone, chat	Email, LinkedIn, phone
Hand off to	An account executive	An account executive

A common pattern, not a rule. Many companies use one title for both.

Why do the titles blur?

In small companies one person does both, and the title depends on what the first hire was called. In large companies the split is deliberate: BDRs work named accounts, SDRs work incoming demand. When you read an AI SDR page, the word usually covers both: it writes the first message and answers the reply.

Where does AI fit?

An AI agent can do the repeatable parts of either role: research a prospect, write the message, follow up, and answer the first questions. What people still do better is the call itself, a negotiation, and judgement on an odd situation. A good setup lets the agent book the meeting and hands everything else to a person.

How Sellinger handles it

Sellinger is an AI SDR: it finds the right buyers, writes to each one on LinkedIn, email or WhatsApp, answers the replies and books the meetings. It covers the SDR job on inbound conversations and the BDR job on outbound lists, on LinkedIn, email, WhatsApp, Instagram and live chat. A person sets the goal and the rules and takes over any conversation.

See AI SDR vs human SDR for an honest split of what each does best.

Common questions

Is a BDR more senior than an SDR?

Not by default. Some companies treat BDR as the step above SDR because outbound is harder, others treat them as equals.

Which role does an AI SDR replace?

It replaces the repeatable work in both: first messages, follow ups and first replies. It does not replace the person who runs the call or closes.

Do I need both roles?

A small team can start with one person or one AI agent. Split the roles when inbound and outbound both have enough volume to need a specialist.

Sources and method

Role definitions are standard industry usage. Sellinger scope from the fact register definition, checked 19 October 2026.