The definition of a sales development rep (SDR) is a type of inside sales rep that solely focuses on outbound prospecting. Many companies (such as Salesforce) have experienced massive revenue growth by separating sales organizations into specific roles. Unlike quota-carrying salespeople, sales development reps don’t focus on closing business. Rather, SDRs focus on moving leads through the pipeline. They are often given lead lists by marketing and then email and call prospects in order to qualify which leads quota-carrying sales reps should spend their time with. This enables closers to spend more time selling to qualified leads and unburdens sales executives from having to engage in prospecting.