12 weeks · intensive
For whoever has a deadline
About 8 hours a week, in 1 cycle focused on the gaps that weigh most.
Career in 2026 and 2027
Sales Development Representative
A Sales Development Representative finds and qualifies new prospects and books meetings for Account Executives. The role is built on outbound outreach, research, and a disciplined view of which leads deserve the team's time.
Content reviewed on October 20, 2026
- Levels
- 3
- Skills mapped at Mid-level
- 6
What each level must prove
Mid-level
Qualifies leads rigorously and hands the pipeline to Account Executives in a clean, trustworthy state.
You no longer just book meetings; you decide which ones are worth an AE's hour and prove it with a framework. CRM records, stage definitions and qualification questions become part of the job, because managers and AEs rely on your data. Compared with junior, you shape the targeting instead of following it.
Average score required: 65%
ICP Identification
Why: Lets you propose changes to the target profile after seeing which closed deals came from which segments, instead of keeping an outdated list.
Prospect Research
Why: Lets you map the org chart of a large account and find the second and third contacts, so the AE enters with more than one name.
CRM Hygiene
Why: Lets you trust the pipeline report on Monday because every call and status change was logged, and lets automations route leads without manual cleanup.
Pipeline Stages
Why: Lets you explain exactly why a lead counts as an opportunity and move it forward only when the criteria are met, so conversion numbers mean something.
BANT Framework
Why: Lets you run a quick budget, authority, need and timing check on a call, and recognize when a lead that fails BANT is still worth pursuing.
MEDDIC Framework
Why: Lets you hand over an opportunity with the economic buyer, the pain and the decision process already identified, so the AE does not rediscover them.
Study for Sales Development Representative: trails and practice exams
Each level of this career maps to a study trail. Read the full topic map for free, then measure your level.
Two ways to move up one level
40 weeks · regular
Alongside work
About 4 hours a week, in 3 cycles. Each cycle carries what was left from the previous one.
Frequently asked questions
What is Sales Development Representative?
A Sales Development Representative finds and qualifies new prospects and books meetings for Account Executives. The role is built on outbound outreach, research, and a disciplined view of which leads deserve the team's time.
What must each level of Sales Development Representative prove?
Sales Development Representative is mapped in 3 levels: Junior, Mid-level, and Senior. Open each level above to see the skills it must prove.
How long does the Sales Development Representative plan take?
The plan has 2 paces: 12 weeks per level at about 8 hours a week (intensive) and 40 weeks per level at about 4 hours a week (regular).
How the plan works
AI tutor
A study session on each new topic, at your level.
AI school
Hands-on lessons on using AI in your career's daily work.
Assessments
Each requirement is proven by measurement, not by a checkbox.
Stage review
At the end of each cycle you see what moved and what carries over.
Find out which level you are at
A short diagnostic measures the skills you already have. The journey starts from there.