My name is Machiel, Founder of Bluebird, and I know firsthand the power of a strong BDR function. I started my career as a BDR, grinding out calls and emails, developing the habits that fueled my success as an Account Executive. As an AE, I generated 50% of my own pipeline, which ultimately led to leadership roles and, eventually, building my own business. The same BDR skills that got me promoted helped me land my first customers when I launched Bluebird in 2020. Today, Bluebird is Europe’s #1 SaaS recruitment agency, specializing in hiring top-tier SaaS talent.
At Bluebird, we’re not just recruiters—we’re ex-SaaS operators. We’ve built pipelines, closed deals, and scaled teams. That means we don’t just understand the roles we’re hiring for; we know what it takes to succeed in them.
Why Invest in a Strong BDR Function?
Building a strong BDR team is a game-changer for sustainable revenue growth. Rather than waiting for inbound leads or referrals, a proactive BDR team creates new opportunities and keeps the pipeline full. Beyond immediate results, a BDR function helps companies test new markets, refine messaging, and validate demand before making large investments.
Additionally, a BDR team is a natural talent pipeline for AE roles, reducing hiring costs and increasing retention by providing career progression. Many top-performing AEs started as BDRs, gaining deep knowledge of the company’s sales process before transitioning into closing roles.
How to Identify and Hire a High-Performing BDR
Hiring for Culture Fit
Metrics and experience matter, but culture fit determines long-term success. A strong cultural fit goes beyond generic traits like being a “team player.” At Bluebird, we emphasize authenticity—hiring people who connect with others, communicate openly, and take ownership.
Diversity is also key. Looking beyond traditional backgrounds creates a more adaptable and innovative sales team. A diverse BDR team will bring fresh perspectives and unique approaches to engaging prospects.
The Characteristics of a High-Performing BDR
Since BDRs are typically early in their careers, potential matters more than an extensive track record. There are a few non-negotiable qualities that separate strong performers from the rest.
First, coachability is key. Sales is a constant learning process, and those who are receptive to feedback, eager to improve, and willing to experiment with new approaches tend to excel. Intelligence is another major factor, though the definition varies depending on the complexity of the product and the stakeholders involved. For some companies, a BDR needs to grasp technical concepts quickly; for others, the ability to navigate executive conversations with confidence is more critical.
Beyond that, work ethic remains the foundation of sales success. While skills and strategies matter, at the end of the day, sales is still a numbers game. The best BDRs embrace the grind, knowing that consistent effort leads to long-term rewards. But effort without direction isn’t enough—curiosity is what turns activity into meaningful engagement. BDRs who ask thoughtful questions, challenge assumptions, and genuinely seek to understand prospects will ultimately qualify leads more effectively, leading to a stronger pipeline and higher conversion rates.
