Definition
A Business Development Representative (BDR) is a sales professional who focuses on generating new business opportunities through proactive outbound prospecting. Unlike SDRs who often qualify inbound leads, BDRs are tasked with researching and identifying potential customers (prospects) in new markets or specific target accounts that have not yet shown interest. Their goal is to initiate contact, build initial relationships, and create qualified opportunities for Account Executives.
Examples
- Enterprise SaaS: A BDR builds a list of Fortune 500 companies in a new vertical, identifies VPs of Engineering via LinkedIn Sales Navigator, and launches a multi-channel outbound sequence (email, call, social media) to secure an introductory meeting.
- Manufacturing Firm: A BDR researches companies in a new geographical region, identifies potential distribution partners, and makes cold calls to establish a channel sales network.
- Fintech Startup: A BDR uses account-based marketing (ABM) lists to target key accounts, sending personalized video messages to CFOs to generate interest in their new platform.
- Agency Model: A client hires a « Go-To-Market Team as a Service » to act as its BDR team, tasking them with breaking into the EMEA market from scratch.
Advantages/Benefits
- Market Penetration: Actively opens up new markets, verticals, or territories where the company has no existing presence.
- Strategic Targeting: Focuses on high-value, strategic accounts (Ideal Customer Profiles) that are unlikely to be captured through inbound marketing alone.
- Proactive Growth: Creates a predictable pipeline based on proactive effort rather than relying solely on marketing-generated interest.
- Direct Feedback: Gathers unfiltered intelligence from target markets about their needs, challenges, and perception of the company’s brand.
- Higher Deal Value: By targeting larger, strategic accounts, BDRs often generate opportunities with a higher potential contract value.
Related terms
- SDR (Sales Development Representative)
- Account Executive (AE)
- Outbound Sales
- Prospecting
- ABM (Account-Based Marketing)
- Cold Calling
Complete GTM Solutions
From lead generation to revenue operations, we provide end-to-end Go-To-Market
services specifically designed for software companies in data and cybersecurity.
