What is a business development representative (BDR)?
A business development representative (BDR) is a salesperson who opens new accounts through outbound outreach and books first meetings for the sales team.
Why it matters for sales teams
BDRs create opportunities that would not exist otherwise. Instead of waiting for leads to arrive, they pick target accounts, find the right contacts and start conversations by phone, email and social channels. Their output is the raw material for the sales pipeline.
Outside sales, "business development" can mean something broader, such as partnerships or new markets. Inside a sales team, the BDR title usually describes an outbound prospecting role with a target for meetings or pipeline.
Example
A BDR covering healthcare builds a list of 50 clinics that match the ideal customer profile. Over two weeks she calls each practice manager several times, sends short emails between calls, and gets past the front desk at a handful. Three agree to a demo, which she books for her account executive.
BDR vs SDR
The titles often overlap. When a company uses both, BDRs usually own outbound prospecting while SDRs qualify inbound leads. Both roles feed meetings to account executives, and both are measured on the pipeline they help create rather than on closed deals.