In short
- An SDR (Sales Development Representative) finds businesses that could use a software product, contacts the people who decide, and books meetings for Account Executives, who close the deals.
- In India, SDRs at B2B SaaS companies typically start at ₹4.5–8 LPA including variable pay.
- You don't need a technical degree. Clear communication, research and steady follow-up matter most.
- Good SDRs often move up to Account Executive in two to four years.
On this page
What an SDR is
Software companies that sell to other businesses (B2B SaaS) need a steady flow of conversations with potential customers. The SDR's job is to start those conversations. You don't usually close deals yourself. You find the right companies, reach the right people, check whether there's a real need, and hand a qualified meeting to an Account Executive (AE).
You'll also see the title BDR (Business Development Representative). Many companies use the two titles for the same job. Where they differ, BDRs usually focus on outbound outreach and SDRs on following up inbound leads.
A typical day
- Researching target companies and the people who make buying decisions
- Writing and sending personalised emails and LinkedIn messages
- Making calls to open conversations and check interest
- Booking meetings for Account Executives
- Updating the CRM (for example Salesforce or HubSpot) with what happened
- Reviewing your numbers each week: messages sent, replies, meetings booked
Most SDR teams work in sequences: a planned series of emails, calls and LinkedIn messages spread over two to three weeks for each prospect.
Skills that matter
| Skill | Why it matters |
|---|---|
| Clear writing | Most first contact happens by email and LinkedIn |
| Research | You need a real reason to contact each company |
| Listening on calls | Qualifying a lead depends on asking good questions |
| Handling "no" | Most outreach gets no reply or a polite no, and that's normal |
| Organisation | You'll manage dozens of conversations at once in a CRM |
| Using AI tools | Teams now use AI for research, drafting and call prep |
How AI is changing the role
Tasks that used to take hours, like researching a company or drafting a first email, now take minutes with AI tools. That hasn't removed the SDR. It has changed what good work looks like: more relevant outreach, better-prepared calls, and more time spent talking to people. Hiring managers increasingly expect new SDRs to be comfortable with these tools.
What it pays
Typical starting pay for SDRs at B2B SaaS companies in India is around ₹4.5–8 LPA including variable pay, depending on the company, the city and your background. Our SDR salary guide has the detail and the sources.
Where it leads
SDR is usually the first step on the SaaS sales ladder: Senior SDR or SDR team lead, then Account Executive, then senior AE or sales manager. Some SDRs move into customer success, partnerships or revenue operations instead.
Is it right for you?
- You like talking to people and can handle hearing no
- You're comfortable with pay that's partly based on results
- You want a career at a software company without a technical degree
- You're willing to learn new tools and keep a steady weekly rhythm
Questions people ask
Do I need a technical degree to become an SDR?
No. SDR teams hire graduates from any stream. How you communicate, research and follow up matters more than your degree.
Is SDR a target-based job?
Usually, yes. SDRs are typically measured on meetings booked or qualified opportunities, and part of the pay is linked to those numbers.
Is SDR the same as BDR?
Often. Many companies use the titles for the same job. Where they differ, BDRs focus on outbound outreach and SDRs on inbound leads.
Want structured training for this?
The AI SDR & GTM Certification Program is a 3-month, hour-a-day online program that trains you for SDR jobs at B2B SaaS companies and helps you run your job search.