In GTM teams, one of the most hotly debated questions is: should Business Development Representatives (BDRs) report into Sales or Marketing?
BDRs play a critical role in pipeline generation. They sit at the intersection of sales and marketing — qualifying leads, booking meetings, and creating opportunities. But because their work overlaps both functions, there’s often confusion (and tension) around where they belong.
Let’s break down the case for each side, and explore which structure might be right for your business. Let's Dive In!
