Business Development Representative: Role, Salary and How to Get Started

There are approximately 36.2 million small businesses in the country, according to 2025 data from the U.S. Small Business Administration. What’s more, the U.S. Census Bureau reports that there were nearly half a million new business applications in February 2026 alone. With so many entrepreneurs entering the marketplace, an increasing number of business development representatives (BDRs) are needed to identify and expand new business opportunities.

Although their titles are similar and some of their duties overlap, these professionals are different from sales representatives. Business development is part of the sales process, but it focuses on generating new leads rather than closing sales. Business development professionals are in increasing demand as companies seek to expand their customer base.

Aspiring business development representatives can get started by earning a bachelor’s degree and gaining relevant training. The right bachelor’s program provides the fundamental tools and knowledge needed to conduct market research, understand the relationship between sales and marketing and interact with prospects.

What Is a Business Development Representative?

BDRs play a key role in helping organizations grow by identifying new opportunities and connecting with potential clients. Instead of focusing on closing deals, BDRs concentrate on the early stages of the sales cycle, including researching prospects, initiating outreach and qualifying leads so that sales teams can focus on converting high‑value opportunities. Their work helps companies expand their customer base, strengthen brand visibility and stay competitive in fast‑moving markets.

BDRs typically work in industries where relationship building and strategic outreach are essential, such as technology, professional services, manufacturing and wholesale trading. Many operate in an office or hybrid environment, collaborating closely with marketing and sales teams to understand target audiences and refine outreach strategies. Because their role involves frequent communication with prospects, BDRs often attend networking events, conferences and virtual meetings to build connections and represent their organizations.

By combining research, communication and strategic thinking, BDRs help organizations uncover new avenues for growth and set the stage for long‑term client relationships.

Business Development Representative Job Responsibilities

The specific duties of business development representatives can vary by industry and the needs of the individual company. Their basic duties are to act as liaisons between the company and certain clients and to proactively seek new business relationships. Their more detailed day-to-day responsibilities include the following:

Conducting market research on trends, competitors, their customer base and product development
Developing marketing strategies
Identifying clients’ needs
Establishing long-term client relationships
Emailing and cold calling potential clients
Collaborating with sales and marketing teams to classify prospective clients
Making presentations to potential clients
Scheduling in-person and teleconferenced meetings with new and current clients
Organizing and maintaining confidential client information
Keeping abreast of new technologies and lead generation methods

Desired Skills

BDRs rely on a blend of interpersonal, analytical and technical abilities to succeed. Key skills for this role include:

Strong communication for engaging prospects, presenting information and building rapport
Collaboration for working closely with sales, marketing and cross‑functional teams
Leadership and decision‑making to guide conversations, qualify leads and move opportunities forward
Analytical for reviewing sales metrics, researching markets and identifying trends
Proficiency with customer relationship management (CRM) tools such as Salesforce
Familiarity with spreadsheet software such as Microsoft Excel to organize data and track performance
Ability to manage confidential client information with accuracy and professionalism
Adaptability and willingness to learn new technologies and lead‑generation methods
Organizational strength to balance outreach, follow‑ups, scheduling and documentation

Education and Experience Requirements

Education and experience requirements for business development representatives vary by employer and industry. However, most business representatives hold a bachelor’s degree and have relevant experience. Communication, marketing and business are common fields of study to prepare for this role. Relevant coursework includes public speaking, business ethics, business management and research methods.

After graduation, prospective representatives can gain experience by working in customer service, marketing or sales roles. These positions can teach them how to identify leads, negotiate, make presentations and build client relationships.

Certification

Professional certification is a continuing education option that can help representatives stand out and may lead to more job opportunities. The American Institute for Business Management and Communication (AIBMC) is one organization that offers certification programs; it awards a certified business consultant (CBC) and a certified business development manager (CBDM) credential.

Business Development Representative Salary and Job Outlook

Business development representatives are classified as sales representatives by the U.S. Bureau of Labor Statistics. Wholesale and manufacturing sales representatives earned a median annual salary of $74,100 in May 2024. The highest 10% of earners made upwards of $134,000 per year. They are projected to have 142,100 openings every year between 2024 and 2034.

Technology is a factor in employment opportunities; as innovations occur, business professionals may need to expand their skill set or complete continuing education courses to keep up with trends and qualify for new jobs.

Account Executive vs. Business Development Representative: What’s the Difference?

Although the titles of account executives and business development representatives are sometimes used interchangeably, they are not the same. Understanding the differences between account executives (AEs) and business development representatives (BDRs) helps clarify how each role contributes to the sales pipeline and overall growth strategy.

Primary Focus

BDR) Generates and qualifies new leads; initiates early-stage outreach
AE: Manages the full sales cycle; closes deals with qualified prospects

Main Goal

BDR: Creates opportunities for the sales team by identifying potential customers
AE: Converts qualified leads into paying clients and grows revenue

Stage of Sales Funnel

BDR: Top-of-funnel activities (prospecting, outreach, lead qualification)
AE: Mid- and bottom-of-funnel activities (presentations, negotiations, closing)

Daily Activities

BDR: Researching prospects, cold-calling, emailing, booking meetings
AE: Running demos, handling objections, preparing proposals, finalizing contracts

Success Metrics

BDR: Number of leads generated, meetings booked, qualification rates
AE: Revenue closed, deal size, win rate, quota attainment

Collaboration

BDR: Works closely with marketing and sales to identify strong prospects
AE: Works with sales leadership, customer success, and product teams

Required Skills

BDR: Strong communication, persistence, research skills, familiarity with lead-generation tools
AE: Negotiation, relationship building, product expertise, closing skills

Tools Used

BDR: CRM platforms, outreach tools, email automation, prospecting databases
AE: CRM platforms, proposal software, forecasting tools, communication platforms

Career Path

BDR: Often an entry-level role leading to AE or sales management positions
AE: Mid-level role with advancement to senior AE, sales manager, or account director

Work Style

BDR: High-volume outreach, fast-paced, focused on pipeline creation
AE: Strategic conversations, solution-focused, centered on deal progression

Earn a Bachelor’s Degree to Begin Working in Business Development

Pursuing a role as a business development representative often begins by earning the right degree. Completing a bachelor’s degree program can help shape a student’s leadership, management, communication and problem-solving skills. Over time, these qualities can lead to a business development managerial position.

App State Online offers a Bachelor of Science in Organizational Leadership and Learning program for individuals who want to enhance their leadership skills. Through eight-week courses, students gain valuable real-world experience that they can apply in business development positions. This program is project-based to fit the needs of each student.

Learn more about how App State Online can prepare you for a role in business development.

Recommended Readings

What Is a Project Consultant?

Dr. Kevin Sutton on Real-World Learning for Working Professionals

5 Organizational Leadership Careers for Graduates

Sources:

American Institute for Business Management and Communication, Certified Business Consultant

American Institute for Business Management and Communication, Certified Business Development Manager

Breakcold, Account Executive vs. Business Development Representative: What’s the Difference?

Indeed, “What Is a Business Development Representative? (With Skills)”

Salesforce, “How to Land Your First Sales Job as a Business Development Representative (BDR)”

U.S. Bureau of Labor Statistics, Wholesale and Manufacturing Sales Representatives