Career Guide
What is an SDR? The Complete Guide for Career Starters
GENZ4GTM Team · 2026-02-01 · 11 min read
What Sales Development Representatives do all day, what they earn in Berlin, Munich and remote roles, and why it's the best entry-level tech job.
If you're Gen Z and looking at tech jobs, you've seen "SDR" everywhere. Below: what the job is, what it pays and whether it fits you.
SDR = Sales Development Representative
An SDR is the front line of a company's sales team. Your job is to find potential customers and qualify them before passing them to Account Executives who close the deal.
If sales is a football match, the SDR is the midfielder who creates chances and the AE is the striker who scores.
What Does an SDR Do Every Day?
A typical day looks like this:
Morning (9:00–12:00)
- Check and respond to emails from prospects
- Research 10-20 new target accounts
- Send personalized outreach emails and LinkedIn messages
- Make 20-30 cold calls
Afternoon (13:00–17:00)
- Follow up on warm leads
- Book discovery calls and demos for AEs
- Update CRM with notes and next steps
- Team standup: share wins, discuss challenges
- Practice pitch or role-play with colleagues
Key Metrics You'll Be Measured On
- Meetings booked: Typically 8-15 qualified meetings per month
- Activity volume: Calls made, emails sent, LinkedIn touches
- Pipeline created: Revenue value of opportunities you generate
- Conversion rates: What percentage of your outreach leads to meetings
How Much Do SDRs Earn?
SDR pay across Germany's top tech hubs in 2026, based on real market data:
🏙️ Berlin: Germany's Startup Capital
| Amount | |
|---|---|
| Base Salary | €40,000 – €50,000 |
| Variable (Commission) | €15,000 – €22,000 |
| OTE (On-Target Earnings) | €55,000 – €72,000 |
Berlin is still the #1 city for entry-level GTM roles, and your money goes further than in Munich.
🏔️ Munich: Premium Market
| Amount | |
|---|---|
| Base Salary | €45,000 – €55,000 |
| Variable (Commission) | €18,000 – €25,000 |
| OTE (On-Target Earnings) | €63,000 – €80,000 |
Munich salaries are 10–15% higher than Berlin to offset the higher cost of living. Enterprise SaaS companies here tend to pay at the top of the range.
🏠 Remote (Germany-wide)
| Amount | |
|---|---|
| Base Salary | €38,000 – €48,000 |
| Variable (Commission) | €12,000 – €20,000 |
| OTE (On-Target Earnings) | €50,000 – €68,000 |
Fully remote roles pay a bit less and you skip the commute. International startups hiring in the German market post more of them every year.
💡 What is OTE? On-Target Earnings = Base Salary + Commission when you hit 100% of quota. Top performers regularly earn 120–150% of OTE through accelerators and bonuses.
Our Salary Explorer breaks down pay for other GTM roles by city.
Why SDR Is the Best First Job in Tech
1. No Experience or Degree Required
Most startups hire SDRs on attitude. If you're curious, resilient and coachable, you qualify.
2. Fastest Path to High Earnings
Within 18 months, top SDRs get promoted to Account Executive where OTE can reach €90k-€130k. No other entry-level role scales this fast.
3. You Learn How Businesses Work
As an SDR, you'll understand:
- How companies buy software
- What problems businesses face
- How to communicate value
- How revenue is generated
That knowledge carries into marketing, product, founding a company or leadership.
4. Transferable Skills
If you leave sales later, you keep these:
- Communication: You'll become excellent at writing and speaking
- Resilience: You'll learn to handle rejection gracefully
- Time management: Juggling dozens of prospects teaches you prioritization
- Business acumen: You'll understand markets, competition, and strategy
Is SDR Right for You?
You'll Love It If:
- You're competitive and motivated by results
- You enjoy talking to people and building relationships
- You're comfortable with rejection (it's 90% of the job)
- You want fast career growth and earning potential
- You're curious about how businesses work
It Might Not Be For You If:
- You hate being on the phone
- You need predictable, stable work without pressure
- You're not comfortable with ambiguity and targets
- You prefer working alone without team interaction
How to Get Started
- Educate yourself: Read this guide, take free HubSpot certifications
- Build your LinkedIn: Show you're serious about a sales career
- Apply strategically: Target Series A-B startups with SDR programs
- Join GENZ4GTM: Sign up for our talent pool and get matched with companies hiring SDRs in Berlin and Munich
The Career Path After SDR
A typical path out of the SDR seat:
12-18 months: SDR → Account Executive (closing deals) 2-3 years: AE → Senior AE or Team Lead 3-5 years: Sales Manager, Head of Sales, or pivot to RevOps, Customer Success, Marketing 5+ years: VP of Sales, CRO, or start your own company
Many startup founders started their careers as SDRs. The skills transfer directly to entrepreneurship.
FAQs
Do I need to speak German? Not necessarily. Most Berlin startups operate in English. Munich roles may require German for DACH-market positions. Read more about language requirements.
Can I work remotely as an SDR? Some companies offer hybrid, but most prefer SDRs in-office for training and team culture. Expect 2-3 office days minimum.
How long until I get promoted? Top performers: 12 months. Average: 18 months. Past 24 months, something's wrong with either your performance or your company's career path.
Ready to start? Join GENZ4GTM and let us match you with the right SDR role.
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Apply once, for free, and get matched with startups hiring junior GTM talent in Berlin, Munich and across Germany.
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