In many companies, SDR (sales development representative) and BDR (business development representative) are two names for the same job: booking qualified meetings for the sales team. Where companies split them, SDRs usually qualify inbound leads and BDRs prospect outbound into accounts that haven't raised their hand. The definitions vary, so judge any role by the work, not the title.
This guide explains how the titles are used, how definitions change from company to company, how they are used in Australia, and which to hire or outsource first. If you are comparing SDRs with appointment setters instead, see our guide to appointment setter vs SDR.
What is an SDR?
An SDR, or sales development representative, works at the top of the sales funnel. The job is to turn names into qualified meetings for an account executive (AE) or business development manager (BDM).
Where a company splits the roles, the SDR is usually the inbound specialist:
- Following up demo requests, content downloads and event leads quickly
- Qualifying each lead against agreed criteria
- Booking a meeting with the right AE, with notes on what was learned
- Recycling leads that aren't ready back to marketing
What is a BDR?
A BDR, or business development representative, does the same core job: book qualified meetings. Where a company splits the roles, the BDR is usually the outbound specialist:
- Building lists of target accounts and contacts
- Calling, emailing and messaging people who have not shown interest yet
- Working past gatekeepers and multiple contacts per account
- Booking meetings with decision makers and handing them to sales
BDR vs SDR at a glance
When companies separate the two, the split usually looks like this.
| SDR (when split) | BDR (when split) | |
|---|---|---|
| Lead source | Inbound: forms, demo requests, events, trials | Outbound: target account lists |
| Starting point | The prospect already raised a hand | The prospect hasn't heard of you, or isn't looking |
| Main skill | Speed, qualification, triage | Research, persistence, cold conversation |
| Typical channels | Phone and email, fast follow-up | Phone, email and LinkedIn in a cadence |
| Main measure | Speed to lead, lead to meeting rate | Meetings booked from target accounts |
| Hands meetings to | AE or BDM | AE or BDM |
That table is a common pattern, not a standard. Plenty of companies use SDR for outbound and BDR for inbound, or use one title for both.
Why do SDR and BDR definitions vary?
Because neither title is regulated or standardised. Each company defines the roles to suit its sales model, and job titles drift as teams grow. You will see four common patterns:
- Same job, two names. One person handles inbound and outbound. Common in smaller companies and early teams.
- Inbound vs outbound. SDRs work inbound leads; BDRs prospect outbound. The split described above.
- A seniority ladder. SDR is the entry role; BDR is the next step, or the title for enterprise accounts.
- A segment split. One title covers mid-market accounts, the other covers enterprise accounts, partners or a new region.
When you hire, compare candidates on the work they actually did: share of inbound versus outbound, channels, call volume, deal size and the seniority of the people they booked meetings with.
How are SDR and BDR used in Australia?
Both titles appear in Australian job ads, and SEEK publishes separate salary pages for each. In SEEK data for October 2026, the average advertised range for a sales development representative is $70,000 to $90,000 and for a business development representative is $80,000 to $100,000. Those ranges come from salaries employers disclose in job ads, so they reflect how employers use each title, not a fixed difference in duties. Our guide to SDR and BDR salary in Australia covers pay by source, city and seniority.
The title that causes more confusion in Australia is BDM, business development manager. In many Australian companies a BDM is the person who runs the meeting and closes the deal, not the person who books it. SEEK's October 2026 data puts the average advertised BDM range at $105,000 to $125,000, a clear step up from SDR and BDR ranges.
So in practice:
- SDR or BDR: books meetings.
- BDM or AE: runs the meeting and closes the deal.
If you advertise a "BDM" but want someone to make 60 calls a day and book meetings, expect to attract the wrong candidates, and the reverse is true too.
Which should you hire first: an SDR or a BDR?
Hire for the gap in your pipeline, then pick the title.
| Your situation | What you need | Typical title |
|---|---|---|
| Marketing creates more leads than sales can follow up | Fast inbound qualification | SDR (inbound) |
| Plenty of capacity, not enough leads | Outbound prospecting | BDR or SDR (outbound) |
| Some inbound, not enough to fill the calendar | One person doing both | SDR or BDR, defined in the job ad |
| Selling to large enterprises with many stakeholders | Senior outbound with account research | Senior BDR or enterprise SDR |
| Recruiting resellers or MSPs | Partner prospecting | BDR or partner development rep |
Two tests help:
- Speed to lead. If inbound leads wait hours or days for a reply, fix that before you buy more leads. Our guide to speed to lead in Australia explains why.
- Pipeline coverage. If your AEs have open calendar time and not enough qualified first meetings, you need outbound.
Should you hire in-house or outsource SDR or BDR work?
In-house suits companies that can recruit, train and manage sales development well, and want to grow AEs from within. Outsourcing suits companies that need meetings quickly, are testing a new market, or don't have a sales development manager. Outbound work suits outsourcing well, because it needs daily calling volume, list building and scripts that improve each week.
| In-house SDR or BDR | Outsourced SDR or BDR | |
|---|---|---|
| Time to first meetings | Recruitment plus training | Usually weeks |
| Management | Your sales leader | The agency, with weekly reporting |
| Cost | Salary, super, tools, recruitment and management | Monthly fee |
| Product knowledge | Builds over time | Built through onboarding and call reviews |
| Flexibility | Hard to scale down | Rolling terms after an initial period |
For the full numbers, see our outsourced SDR vs in-house cost analysis, and for how to build a team yourself, see how to build an SDR team in Australia.
How does Nousu fit in?
Nousu Collective runs outsourced SDR work, mostly the outbound side that many companies call BDR. Our senior callers all work in-house in Sydney, calling into Australia, New Zealand and Singapore. We build lists in-house, call daily with email and LinkedIn support, and hand over each qualified meeting with notes. We can also follow up inbound leads through our fielding inbound leads service.
First calls are live within 2 weeks. Starting at $7,000 a month (ex GST). See what an outsourced SDR team does day to day or our outsourced SDR service.
Frequently asked questions
What is the difference between an SDR and a BDR? Often there is none: many companies use both titles for the same meeting-booking role. Where they differ, an SDR usually qualifies inbound leads from marketing, and a BDR usually prospects outbound into target accounts. Some companies reverse this or use BDR for a more senior or enterprise role, so check the job description.
Is a BDR more senior than an SDR? Not by default. In some companies BDR is the step after SDR, or the title for enterprise or outbound work. In others they are peers with different lead sources. In SEEK salary data for October 2026, advertised BDR ranges sit a little above SDR ranges, but titles and duties vary between employers.
Is an SDR inbound or outbound? It depends on the company. In the most common split, SDRs handle inbound leads and BDRs handle outbound prospecting. Many companies, including most smaller ones, give one person both, and many outsourced SDR services are mainly outbound. Ask what share of the week is inbound follow-up versus new prospecting.
Should my first sales development hire be an SDR or a BDR? Hire for the gap. If marketing already produces more leads than your team can follow up quickly, start with an inbound-focused SDR. If you don't have enough leads, start with outbound prospecting. Write the job ad around the work and the measure, then choose the title that fits.
What does BDR mean in Australia? In Australia, BDR usually means an early-career business development representative who prospects and books meetings, similar to an SDR. It is different from a BDM, or business development manager, which in our experience is typically a more senior role that carries a sales target and manages its own deals.
Can you outsource SDR or BDR work? Yes. Outbound prospecting suits outsourcing well, because it needs daily calling volume, lists and scripts that improve week to week. Some agencies also follow up inbound leads. Your account executives keep the meetings and the deals.
Sources
- SEEK, Sales Development Representative salary in AU (October 2026): https://au.seek.com/career-advice/role/sales-development-representative/salary
- SEEK, Business Development Representative salary in AU (October 2026): https://au.seek.com/career-advice/role/business-development-representative/salary
- SEEK, Business Development Manager salary in AU (October 2026): https://au.seek.com/career-advice/role/business-development-manager/salary
Book a 30-minute call
Not sure whether you need inbound follow-up, outbound prospecting or both? Book a 30-minute call with Harry Constant, our founder, and we'll talk through where your pipeline is short.