A BDR is similar to an SDR but often focuses on larger, more strategic accounts or outbound into new markets rather than a defined territory. In practice, many companies use SDR and BDR interchangeably. Where they differ: BDRs tend to run longer, more relationship-driven sequences targeting VP/C-suite at enterprise accounts, while SDRs hit higher volume at the SMB/mid-market level.
For example, a BDR targeting enterprise accounts might spend 2–3 weeks warming up a single account through LinkedIn engagement, personalized emails, and warm intro requests before a cold call.
For clients moving upmarket, we help build BDR playbooks specifically designed for enterprise buying committees.
Relevant Cactus Services
We implement Business Development Representative (BDR) strategies for B2B tech startups every day. Book a free 30-minute call to get a concrete plan for your situation.
Book a free strategy call →Ideal Customer Profile (ICP)
Your ICP is the precise description of the company most likely to buy, stay, and expand.
Sales Development Representative (SDR)
An SDR is the outbound hunter on your sales team — their job is to generate qualified meetings, not close deals.
Total Addressable Market (TAM)
TAM is the total revenue opportunity if you captured 100% of your target market.
Serviceable Addressable Market (SAM)
SAM is the portion of TAM you can actually reach with your current GTM motion.
Serviceable Obtainable Market (SOM)
SOM is the slice of SAM you can realistically capture in the next 12–24 months given your resources, competition, and execution capacity.
Marketing Qualified Lead (MQL)
An MQL is a lead that marketing has flagged as sales-ready based on behavior or firmographic fit.