Sales Development Representatives (SDRs) play a crucial role in the sales process. Their primary focus is on outbound sales prospecting and generating new leads. They work to qualify and advance these leads through the sales pipeline, ensuring that they are ready for the next step of the process and ready to engage with the account executives for closing deals. By handling the lead generation and qualification process, SDRs allow sales reps and account executives to concentrate on closing deals, freeing them from the time-consuming task of finding new leads and navigating past gatekeepers.