The SDR (Sales Development Representative) is the most underrated role on a sales team — and often the worst-hired. Yet it's the first link in the whole machine: get the hire wrong and the entire pipeline seizes up. Here's what we've learned placing dozens of SDRs at scale-ups like Ringover.
What exactly is an SDR?
The SDR generates and qualifies opportunities at the top of the funnel: outbound prospecting, inbound lead qualification, booking meetings for Account Executives. It's a high-volume, heavily-tooled role — outreach sequences, CRM, sales intelligence — and demanding on two qualities you won't see on a CV: resilience and rigor.
What sets a good SDR apart
Beyond experience, here's what we really look at in interviews:
Consistency in the face of volume and rejection — an SDR takes a lot of “no”s.
Sequence discipline and clean CRM follow-up.
Real command of outreach tools, not just their names on a CV.
Quality of qualification: a good SDR sorts, they don't just chase volume.
The ability to learn a technical product quickly.
How much does an SDR cost in France in 2026?
On the French tech / SaaS market, expect a target package (OTE) of €36–46k for a junior profile, €46–56k for a mid-level, and up to €56–70k for a senior or Lead SDR. The variable portion is typically 20–30% of the package.
“An underpaid SDR leaves within six months. A well-chosen, well-supported SDR feeds the whole pipeline for years. The real cost isn't the salary — it's the bad hire.”
How to hire an SDR in under 20 days
Our method has three steps. First, a demanding scoping: market, sales cycle, outbound stack, culture — to define the SDR you actually need. Then AI-augmented sourcing: our in-house agents and tools like Apify, Kaspr or lemlist identify and reach out, while Claude and Mistral analyze and summarize. Finally, the part that can't be delegated: every SDR we present has been met in person. No AI score decides a shortlist.
SDR, BDR, AE: don't confuse them
All three feed revenue, but not in the same place. The BDR is often pure outbound, the SDR blends inbound and outbound, the Account Executive closes. Hiring “a salesperson” without settling this scope is the number-one source of disappointment. We always frame it in the first conversation.
Looking to hire an SDR? Let's talk — first call free, no strings attached.