SDR vs BDR vs AE: What Each Role Does and Where You Fit

These titles vary by company. Some firms use SDR and BDR for the same job. Others split new leads from cold outreach. Read the duties and goals in each post.

An SDR may answer new leads or reach out to people who have not asked for a call. The goal is to find a good match and set up a sales talk. Some teams count good meetings. Others also look at the value of deals those meetings may lead to. Ask what counts as a good meeting and who takes over after it. If you are new to the field, read our guide to getting into tech sales with no experience.

A BDR often reaches out to new firms that may need the product. At some companies, BDR and SDR mean the same job. At others, the BDR does more outreach to people who have not shown interest. Check the real tasks, buyer, training, and goals.

An AE often asks buyers about their needs, shows how a product may help, and works to close a deal. Some AEs also find their own leads. Small business, mid-market, and large-company deals can be very different. If you have closed deals in another field, write down what you sold, who bought it, and what part you led.

Sometimes. A firm may value past sales work. Another may want direct software sales experience. Read ten AE job posts and compare them with what you can prove. Apply where the gap is fair. Tell the truth about the field where you sold.

An account manager may keep and grow current clients. A customer success manager may help users get results and stay with a product. A sales manager leads a team. Read our account manager guide and CSM guide if that work sounds closer to yours.

List the work you can prove: calls, deals, client growth, customer help, or team results. Then find jobs that ask for it. Pick one main role and one close second. Our pay guide can help you compare offers, while Salesforce's career guide explains common job paths.