WHAT DOES A LEAD DEVELOPMENT REPRESENTATIVE DO?

Published: Jan 15, 2026 - The Lead Development Representative drives outbound engagement by qualifying leads, identifying key decision-makers, and independently building a strong pipeline to support quota attainment across regions. This role partners closely with field sales and marketing teams to generate opportunities, schedule qualified meetings, and contribute to global lead-nurturing initiatives. The lead also delivers regular reporting on performance metrics and supports cross-functional alignment to sustain revenue growth and operational effectiveness.

A Review of Professional Skills and Functions for Lead Development Representative

1. Lead Development Representative Duties

  • Lead Prospecting: Actively seek out new sales leads and business opportunities through active networking and sending personal, strategic, value-adding social messages and traditional mail
  • Company Research: Quickly research a company, identify opportunities, and strategize an approach to create interest
  • Engagement Methods: Develop best practices on new ways to jump-start engagement
  • Sales Collaboration: Collaborate with Sales Development Representatives (SDRs) to identify key prospects and areas for opportunity to personalize Sprinklr’s positioning
  • Contact Identification: Identify key contacts at prospect accounts based on title and responsibilities
  • Dashboard Building: Building customized research dashboards
  • Knowledge Development: Develop a knowledge base relevant to role-, solution-, or vertical-based components of social strategy to drive B2B sales pipeline
  • Account Research: Research accounts, identify key players, generate interest and obtain business requirements
  • Lead Qualification: Follow up and qualify new prospects and customers from marketing-generated leads
  • Strategic Alignment: Work closely with Inside Sales/Partner Business Manager teams to determine strategic approach
  • Product Expertise: Promote, develop and maintain in-depth knowledge of products and services, industry trends, and competition
  • Opportunity Sharing: Disseminate potential opportunities to appropriate Partners and Reps, educating Reps about the opportunity
  • Data Maintenance: Maintain current and accurate account and contact information within internal databases

2. Lead Development Representative Details

  • Lead Engagement: Interfaces with sales team members and prospects daily via telephone and email to identify and generate new opportunities through various sales methods
  • Account Mapping: Maps Enterprise, Mid-Enterprise and SMB accounts, identifying IT decision makers and setting up appointments for all sales representatives
  • Lead Qualification: Qualifies leads, including detailed needs analysis, product overview, and potential solution fit
  • Activity Documentation: Keeps detailed and accurate notes of all sales-related activities in Salesforce
  • Follow-Up Scheduling: Schedules follow-up activities
  • Partner Relations: Develops relationships with key partners, distributors, resellers, and VARs for the growth of products within their markets
  • Pipeline Building: Builds a pipeline for all sales
  • Sales Planning: Plans and prioritizes personal sales activities and customer/prospect contact towards achieving sales targets
  • Market Strategy: Work with assigned Account Executives to develop a go-to-market strategy and build a sales pipeline
  • Prospect Outreach: Communicate with prospects via cold calls, emails and LinkedIn to develop interest in Malwarebytes software
  • Quota Achievement: Consistently achieve goals and quotas that are set on a monthly and quarterly basis
  • Salesforce Administration: Conduct administrative duties within Salesforce.com
  • Team Collaboration: Collaborate with the SDR team to achieve collective and individual goals
  • Cybersecurity Learning: Learn best practices of Cybersecurity and how to effectively communicate with C-level Executives

3. Lead Development Representative Responsibilities

  • Lead Nurturing: Focus on lead nurturing emails and follow-up process until ready to pass to sales
  • Contact Qualification: Run a results-driven qualification process for contacts
  • Contact Research: Research and profile contact information to better customize email messages
  • Social Outreach: Reach out to prospects via social media as part of the lead nurture and follow-up
  • Business Collaboration: Work closely with local marketing, account management, and technical sales to generate new business and support the closing of business within the region
  • Presentation Preparation: Research, plan and produce simple business presentations for internal and external delivery
  • Lead Delivery: Utilize social media, email, and phone communication to deliver qualified leads for Sales Representatives and Account Managers to connect with
  • Pipeline Achievement: Meet and exceed the monthly pipeline target
  • CRM Maintenance: Maintain and develop leads in accordance with the AVEVA Lead Management process and maintain activity within AVEVA’s CRM solution

4. Lead Development Representative Accountabilities

  • Account Prospecting: Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers
  • Contact Addition: Add contacts to existing accounts
  • Record Updating: Update and consolidation of existing account records
  • Data Maintenance: Maintaining accurate employee data
  • Report Building: Salesforce report building
  • Tool Utilization: Utilize Zoominfo and LinkedIn Sales Navigator to update Salesforce with new accounts and contacts
  • Data Hygiene: Consistent data formatting and hygiene with existing contacts and net new leads
  • Market Intelligence: Maintaining up-to-date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and SalesLoft
  • KPI Achievement: Achieving monthly KPI goals set by sales management
  • Skill Development: Continuous learning through formal training, regular coaching, and feedback
  • Prospect Outreach: Outbound calls and emails to prospective clients, and setting up meetings for Account Executives

5. Lead Development Representative Functions

  • Outbound Calling: Perform timely outbound calls and lead follow-up as defined by management
  • Lead Qualification: Qualify and process generated leads
  • Decision Identification: Find decision-makers within an organization to establish relationships
  • Pipeline Building: Work independently to build a strong pipeline
  • Quota Achievement: Consistently achieve and strive to exceed monthly quota, engaging with large organizations across the regions
  • Sales Support: Assist the field sales team by initiating contact with target individuals to identify new opportunities, schedule qualified meetings and drive the sales process
  • Team Partnership: Cultivate a strong partnership with the regional sales team and marketing lead generators to sustain key performance metrics and revenue targets
  • Campaign Support: Support worldwide marketing campaigns for lead generation and nurturing with outbound activity
  • Metrics Reporting: Report on key metrics and performance indicators at quarterly sales meetings with cross-functional stakeholders

Editorial Process and Content Quality

This content is developed by the Lamwork Editorial Team using structured analysis of real-world job data, skill requirements, and hiring patterns.

Research framework by Lam Nguyen, Founder & Editorial Lead.

Reviewed by Thanh Huyen, Managing Editor.

Learn more about our editorial standards.