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 part of Lamwork's career intelligence platform and is developed using structured analysis of real-world job data, including publicly available job descriptions, skill requirements, and hiring patterns.

Lam Nguyen, Founder & Editorial Lead, defines the research framework behind Lamwork's career intelligence platform, including job role analysis, skills taxonomy, and structured career insights.

All content is reviewed by Thanh Huyen, Managing Editor, who oversees editorial quality, content consistency, and alignment with real-world role expectations and Lamwork's editorial standards.

Content is developed through a structured process that includes data analysis, role and skill mapping, standardized content formatting, editorial review, and periodic updates.

Content is reviewed and updated periodically to reflect changes in skills, role requirements, and labor market trends.

Learn more about our editorial standards.