What Is The SDR's Or BDR's Role In A SaaS Company?

SaaS is an acronym for Software as a Service. This usually involves software that is hosted on the internet that doesn’t require any installation. The software connects to the internet and provides services like file sharing, online collaboration, online mail, and online video conferencing services. Examples of typical SaaS companies are Salesforce and Grammarly.

SaaS companies are more likely to use the opportunity of increased competition to drive new business opportunities for their products and services. They generally provide a free trial or demo version of their software to potential customers. Once customers have become familiar with the product, they will be invited to pay a monthly fee or enter into a long-term subscription agreement.

What Does An SDR's Or BDR's Typically Do?

In SaaS companies, we find SDR’s and BDR’s as part of the sales team. Do you wonder what a Sales Development Representative (SDR) or Business Development Representative (BDR) in a SaaS Company does? Check out this article!

1. Providing New Leads

The most important aspect of an SDR’s or a BDR’s responsibility is to provide leads for the sales team. You are usually assigned by quota and you will be working closely with your Account Executives to achieve this goal.

An SDR's primary responsibility is generating new leads via cold calling, prospecting, networking events, database research, social media marketing, lead adaptation, and more.

Your success is measured by how many qualified leads you can generate monthly. These leads will then be passed on to the sales team to work on.

2. Qualifying Potential Leads

As an SDR of BDR, you will be responsible for following up on potential leads, qualifying that lead, and passing it on to your sales colleagues. You may also be expected to do some light business development by creating a relationship with clients and following up with them regularly.

As an SDR or BDR, your time is split between prospecting (generating new leads) and following up on existing ones. Although these two activities are interlinked, the SDR is only accountable for generating new leads, which will then be taken over by the sales team.

3. Maintaining An Organized Business Process

It is vital that you meet your quota each month and that you keep your customers happy. The only way to do that is by maintaining an organized process and keeping track of conversations, clients’ wishes, and other statistics. For example on people to follow up.

An SDR is accountable for tracking statistics so you can make sure that there aren't any duplicate leads being generated. You should also be able to calculate the number of calls made per month and prioritize the most important tasks.

What Is An SDR And What Is A BDR?

A Sales Development Representative (SDR) is a person who generates leads for a company as well as assesses their value. They are also responsible for following up with potential customers. SDR’s can be found in any industry and in most companies.

In the technology industry, SDR’s are called Business Development Representatives (BDR’s). They have similar responsibilities to SDR’s but are accountable for different types of leads.

What Is A Typical Salary In SaaS Sales?

A Sales Development Representative in the SaaS industry makes roughly $36,000-$50.000 a year. In addition to the salary, SDRs often earn bonuses and commissions of about $10,000-$25.000. 

In the UK an SDR will typically make £35,000-£45,000 a year with a £10,000-£25,000 commission.

And in the US an SDR will roughly make $40,000-$60,000 with a $10,000-$40,000 commission. 

What Do You Need To Be An SDR Or BDR?

You will need good communication skills, the ability to work independently, and the ability to deliver results. You will also need a Bachelor's degree. If you are interested in working in a SaaS company, then having experience in software or technology fields may be helpful.

Related article: SaaS Sales Jobs

Want To Start Working in SaaS Sales?

If you have an affinity for sales and are interested in working in the technology industry, then being an SDR or BDR may be a good career choice in Saas Sales.

Discover your opportunities here

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