How to Earn an SDR Job Offer (An Introduction)

An introduction to five key areas that will help you earn an offer for a sales development rep (SDR) role.

The Sales Development Rep (SDR) plays an integral part in a company’s success. Positioned near the top of the sales funnel, SDRs help drive a repeatable revenue pipeline by qualifying leads and generating new sales opportunities.

Most SDRs aspire to become account executives (AEs). They work hard over an average of 15–24 months, honing their sales skills and consistently performing well. Before they know it, SDRs have graduated into “the field,” where, as AEs, they’re able to close business and earn healthy commissions.

I’ve had the privilege to lead hundreds of sales development reps. I’ve overseen teams large and small, based in all corners of the globe, and in companies of different shapes and sizes. It brings me joy when we’re able to tell the world, “We’re hiring!” and looking for a few outstanding people to join us.

The poet Rumi said, “What you seek is seeking you,” so a recruiting effort is like shining the Bat Signal loudly in the sky. Our team is looking for you and we know you’re looking for us.

We simply need to find each other.

We can talk for days about the SDR role, its tenure, its charter, and how it’s leveraged in different companies and industries. You need to land this gig, though. Instead, we’ll focus on the recruiting process and what it takes to earn a job offer.

Let’s assume you have found an SDR job opportunity. You’ll need to stand out, prepare well, stick the interviews, follow-up and follow through, and build your network to make it all happen.

Note: The recruiting process is a two-way street. While you’ll hear me say things like, “You’ll want to do this…” or “Consider doing that…” or “Think about it this way,” know that I’m wearing my hiring manager hat. While you seek your new venture, hold us accountable, too. Maintain high standards.

For example, how does the company or its leaders stand out? How well are your interviewers prepared? Do they “stick the interview” and leave you with an indelible impression of what it’s like to work with them? Does the recruiter or hiring manager follow-up with you, or follow through on things they said they would do? Who is connected with your interviewers? Anyone you know?

After all, this is your career. You drive the ship; it does not drive you. The best SDRs own their “business within the business,” so it’s important to start taking ownership and initiative right away.

Oh, and keep this between us, but these tips apply to EVERY role. If you really want the gig, pay close attention to what you learn here.




Leading the worldwide sales development organization @ServiceNow, Board Member @GableHeartBeats, drummer @seguesounds, happy guy.

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Ralph Barsi

Ralph Barsi

Leading the worldwide sales development organization @ServiceNow, Board Member @GableHeartBeats, drummer @seguesounds, happy guy.

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