SDR

Outbound prospecting (cold email, calls, LinkedIn), inbound lead qualification, meeting booking, and pipeline pass-off to AEs. The role is the top of the sales funnel. Every closed deal usually traces back to an SDR touch.

SDR (12 to 18 months) → senior SDR / Account Executive (18 to 36 months) → senior AE or specialist role. The role is rarely a destination. It's a training ground for a longer sales career.

Account research depth and rep-time discipline. Top SDRs spend 60 percent of their time on activities that produce meetings; bottom-quartile SDRs spend 30 percent. The mix is what drives the gap.

Partially. The repetitive layer of research, drafting, and follow-up. The relationship and judgment layer still needs humans. Most teams are running hybrid models where AI handles volume and humans handle quality.

By giving them a scored, fresh queue every morning instead of a static list. SDRs working from a Landbase-fed queue typically produce 30 to 50 percent more meetings at the same activity level.