SDR vs. Account Executive: What's the Difference?

Sales Development Representative (SDR) and Account Executive (AE) are the two titles you will see most often in B2B sales job postings — and they are often the first two rungs of the same career ladder. The day-to-day work, the skills, and the pay structures differ in ways that matter.

What an SDR does

SDRs focus on the top of the funnel: finding potential customers and starting qualified conversations. A typical week includes:

• Outbound prospecting — calls, emails, and social outreach
• Qualifying inbound leads who respond to marketing
• Booking meetings for account executives
• Keeping the CRM accurate and up to date

Success is usually measured in qualified meetings or opportunities created — not closed revenue. In many companies the same role is titled BDR (Business Development Representative). Titles vary; the work is what matters. You can browse current SDR and BDR job openings on SalesCareers.

What an AE does

Account Executives own deals. Their work starts where the SDR's ends — with a qualified opportunity — and runs through discovery, demonstrations, proposals, negotiation, and closing. AEs manage their own pipeline, coordinate with sales engineers and managers, and are measured on closed revenue against quota. Current account executive job openings are listed as employers post them.

How the day-to-day compares

• SDRs work in high volume: many touches across many accounts. AEs work a smaller number of deeper opportunities.
• SDR performance is measured in meetings and pipeline created. AE performance is measured in revenue.
• SDR work tends to be more structured and activity-driven. AE work is more strategic and relationship-driven.

How compensation differs

Both roles typically earn a base salary plus variable pay, but the shape of the plan differs:

• SDR plans are usually more base-weighted, with bonuses tied to meetings booked or pipeline created.
• AE plans tie a larger share of total pay to commission on closed revenue.

That is why AE roles usually advertise higher OTEs — and why they carry more income risk in a slow quarter. When comparing roles, look at the actual base and OTE ranges in the posting rather than the title alone.

The typical career path

The most common path in B2B sales runs from SDR to AE. Many companies prefer to promote strong SDRs internally rather than hire AEs from outside, which makes the SDR role a proven entry point into a closing career. Some SDRs also branch into customer success, sales operations, or enablement.

Which role should you start with?

If you are new to sales, SDR roles are designed for you: they teach prospecting, resilience, and product knowledge in a structured way. If you already have closing experience — from retail, B2C sales, or a previous B2B role — AE roles may be open to you directly. Look at the required experience in each posting to calibrate.

Moving from SDR to AE

• Master the fundamentals and know your numbers cold — activity, conversion, and pipeline created.
• Learn the AE side of the business: sit in on demos, listen to closing calls, study the deals your AEs win.
• Tell your manager early that AE is your goal, and ask exactly what the bar for promotion is.