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What is an SDR? What do they do? How much do they make?

What is an SDR? What do they do? How much do they make?
  • January 27, 2023

All you need to know about being an SDR working in the tech sales industry

Sales Development Representative (SDR) is a vital role in any technology sales team. As the first step in a tech sales career, it provides an excellent opportunity for individuals to learn about the industry, the sales process, and the skills needed to succeed in the competitive tech market. 

At Hyrise, we understand the importance of this role and are dedicated to helping individuals secure SDR jobs at top tech companies in Europe. Our unique program provides support during the job hunt and an on-the-job training to help you develop the skills you need to be successful in the role. Whether you're a recent graduate or looking to transition into a tech sales career, Hyrise is here to help you achieve your goals.


What is an SDR?

An SDR, or Sales Development Representative, is a professional responsible for identifying and qualifying potential customers for a company's sales team. 

Their main responsibilities include researching potential companies and decision-makers, making initial contact through cold calls, emails, and other methods, and setting up meetings or demos for the sales team. 

The goal of an SDR is to generate a pipeline of qualified leads for the sales team to follow up on and convert into paying customers. In short, an SDR is the first point of contact for many potential customers and plays a critical role in building the sales pipeline for a company.


What exactly does an SDR do? 

Well, their main job is to prospect for new business opportunities. This can include researching potential companies and decision-makers, making cold calls and social selling, and setting up meetings or demos for the sales team. 

In short, an SDR is the first point of contact for many potential customers, and their role is critical in building a pipeline of qualified leads.

But it's not all about making calls and sending emails - SDRs must also have strong communication skills, be able to build rapport with potential customers, and understand the product or service they are selling. 

Additionally, they must be able to effectively qualify leads and determine which ones are worth pursuing. SDRs must have a deep understanding of the target market and customer needs so that they can identify the right opportunity for them. They must be able to communicate how the company's product or service can help customers achieve their goals.

Being an SDR is a challenging role that requires a lot of persistence and resilience. SDRs will often face a lot of rejection, but it's important to remember that every "no" is one step closer to a "yes". SDRs must be able to handle rejection and keep pushing forward.

The role of an SDR is also data-driven, as they need to track, measure and analyze their progress. They have to use various sales tools and technology to keep track of their leads and communication with them. They use the data to make informed decisions about which leads to pursue and how to best communicate with them.


What do you need to become an SDR?

Becoming an SDR doesn't require any specific degree or qualifications, it is more about having the right mindset and soft skills.

Sure, a bachelor's degree can be helpful, but it's not a deal breaker. As long as you have a strong desire to succeed in sales and the willingness to learn, you're on the right track. The most important thing is to have the right attitude and a willingness to hustle.

You'll be reaching out to potential customers, so great communication skills are a must. The ability to think on your feet and come up with creative solutions to objections is key too. Being organized, working well under pressure, and the ability to juggle multiple tasks are also important skills for an SDR.

In short, if you're eager to succeed in sales, have a great attitude and willing to learn, you have what it takes to be an SDR.


How much do SDRs make? 

Salaries can vary depending on the company and location, but on average, SDRs can expect to make around €35,000 to €65,000 per year. Additionally, companies also offer a base salary with a commission structure, which can be quite lucrative for those who excel in the role.


SDR career path opportunities 

SDRs often serve as a stepping stone to other roles within a company's sales team, but also outside the sales organization. Many SDRs move on to become Account Executives or Sales Managers. The average SDR is promoted within 1.5 years.

Becoming an SDR can be a great way to launch a career in sales, as it provides a solid foundation in the basics of sales and offers a chance to learn from experienced salespeople. It is a great way to develop the skills and experience needed to advance to higher-level sales roles in the future.


Sales Career Path & Salaries

The sales career Path graphic below visualizes the typical sales career path and corresponding salary range (in Germany). But remember, this a career that offers endless growth opportunities.

sales career path & salaries



A day in the life of an SDR:

To find out what a typical day looks like, we had a chat with Laurenz Bordiehn, SDR at Hyrise.

“This is a schedule option! However, the day of an SDR is never the same. You are at the pulse of your business and act on many differing triggers. Self-management is a key task that I'm constantly working on because when done well, you can organise and manage your week in the best way that suits you :)  ”

  • 7:00 am – Wake up!
  • 7:00-8:00 am – Get ready 
  • 7:30 - 8:00 - Go for a run!
  • 8:00 am - Get a coffee and start working
  • 8:00 - 9:00 am – LinkedIn time – content creation
  • 9:00 - 9:45 am - Stand-up meeting 
  • 10:00 - 10:00 am – Discovery calls
  • 10:00 - 11:30 am - Cold calling
  • 11:30 - 12:00 pm - Emails
  • 12:00 - 13:00 - Lunch break
  • 13:00 - 14:00 - CRM tasks
  • 14:00 - 15:00 - Lead research (LinkedIn, Crunchbase, etc.) 
  • 15:00 - 16:00 - Ad new contacts to sequences
  • 16:00 - 17:00 - Discovery calls 
  • 17:00 - 17: 45 - LinkedIn networking and engaging
  • 17:45 - Enjoy the rest of the day! 

Overall, being an SDR is a challenging but rewarding role that can lead to many career growth opportunities. If you're interested in sales and enjoy building relationships with potential customers, a career as an SDR may be a great fit for you. It's a role that requires a lot of hard work, but for those who are up for the challenge, it can be a great stepping stone to a successful career in sales.

If you want to become an SDR and start your tech sales career apply today! We’ll help you find your dream job at a top tech company.


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