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Glossary entry

SDR

Also known as Sales Development Representative

A rep whose primary job is to book qualified meetings via cold outbound — email, calls, LinkedIn, occasionally direct mail. Mama's loudest user persona: SDRs live in the brief queue, push to sequencers, and book meetings for AEs. The role has a high burnout rate (median tenure ~14 months) because most SDR work is research and most research is grindy. Tools that compress research time (Mama, ZoomInfo, Apollo) extend SDR tenure and improve quota attainment.

Category: Roles Reading time: 2 min

01Definition

TLDR
A rep whose primary job is to book qualified meetings via cold outbound — email, calls, LinkedIn, occasionally direct mail. Mama's loudest user persona: SDRs live in the brief queue, push to sequencers, and book meetings for AEs. The role has a high burnout rate (median tenure ~14 months) because most SDR work is research and most research is grindy. Tools that compress research time (Mama, ZoomInfo, Apollo) extend SDR tenure and improve quota attainment.

02Why it matters

The role that turns ICP + signals into pipeline. Underestimate the work and you underestimate the tool spend it requires.

03Example

Worked example
SDR Sarah opens 40 Mama briefs at 8:30am, drafts 25 sequences by 11am, hands off 4 booked meetings to AEs by Friday.
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