SDR vs. BDR vs. Account Executive: what each job actually is

If you're new to tech sales, the job titles are confusing. Here's what each one actually means, and where you probably fit.

SDR and BDR: the entry point

SDR (Sales Development Representative) and BDR (Business Development Representative) are, at most companies, the same job with a different name. Some companies use BDR for outbound (reaching out to people who've never heard of you) and SDR for inbound (following up with people who asked for a demo), but plenty use them interchangeably.

Either way, the job is to start conversations and book meetings for the sales team. A typical day is calls, emails and LinkedIn messages to potential customers, researching companies, and handing qualified meetings to an Account Executive.

It's the classic first job in tech sales because companies hire for drive, coachability and communication, not experience. Customer-facing work in retail, restaurants, teaching, recruiting or sports is great preparation.

Account Executive: the closer

An AE (Account Executive) takes the meetings SDRs book, runs demos, handles negotiation and closes deals. Many SDRs get promoted to AE within one to two years. Titles like "SMB Account Executive" or "Associate AE" are often the first AE step and can be open to strong SDRs or people with other sales experience.

How the pay works

Tech sales pay is usually split into two parts:

• Base salary: what you get no matter what.
• Commission: what you earn for hitting your goals.

Add them together at 100% of your goal and you get OTE (on-target earnings). For SDRs, the split is often somewhere around 60–70% base and 30–40% commission. Many postings now list pay ranges, and our board shows base and OTE whenever the company does.

Words you'll hear in interviews

• Quota: the number of meetings (SDR) or revenue (AE) you're expected to hit each month or quarter.
• Pipeline: all the potential deals in progress. SDRs "build pipeline."
• Outbound vs. inbound: reaching out first vs. following up with people who came to you.
• SMB, mid-market, enterprise: who you sell to, from small businesses to very large companies. SMB moves fast with lots of calls; enterprise means fewer, bigger deals.
• Ramp: your first few months, usually with a lower quota while you learn.

Which one should you go for?

No sales experience? Start with SDR or BDR roles. Our board flags these as entry-level friendly, even when the posting asks for a year of experience. That requirement is usually a wish list, and a referral from someone on the team matters far more. Here's how to get one.