Sales development representatives (SDRs) are responsible for outbound sales prospecting. Rather than trying to close deals, their work revolves around generating and qualifying new leads—and moving them through the sales pipeline, until they’re ready to talk to your account executives and other sales “closers.” This two-step system enables your sales reps and account executives to focus on closing deals, rather than finding new leads, getting past gatekeepers, and other prospecting-related tasks.