SDR’s support Account Executives by prospecting for Sales Opportunities and nurturing these leads to the point where AE’s can work with them on closing the deal. This activity can be outbound in that the SDR directly contacts decision makers at potential customers by phone or email. Or it can be an inbound activity in that the SDR responds to emails or phone calls from prospective customers. At the point of contact, the SDR seeks to determine if the potential customers’ software needs fit the company’s software product. If there is a match, then the SDR will pass the lead to the AE. The Sales Development Representative earns a base salary of $50,000 in high-cost metropolitan areas and a $20,000 variable that is typically based on sales activity (instead of sales commission).