An SDR is an outbound prospecting specialist responsible for generating qualified meetings and pipeline for Account Executives. SDRs research target accounts, personalize outreach sequences, make cold calls, and qualify inbound leads before passing them to AEs. The SDR role is structured as an entry point into sales careers, with most SDRs promoting to AE roles after 12–24 months. SDR productivity is measured by qualified meetings booked, pipeline generated, and conversion rate from meeting to opportunity.