AI SDR

An AI SDR is software that uses an AI voice or text agent to handle parts of a sales development rep's job, such as calling leads, qualifying them, and passing ready buyers to a human.

SDR stands for sales development representative. The SDR role is about reaching new leads, finding out whether they are a fit, and setting up the next step with an account executive. Much of that work is repetitive: dialing, leaving voicemails, asking the same qualifying questions.

An AI SDR takes on the repetitive part. A typical voice AI SDR:

• Calls leads who agreed to be contacted, often within minutes of a form fill.
• Never claims to be human, and says it is an AI when asked.
• Asks your qualifying questions.
• Warm transfers interested, qualified people to a live rep, or books a follow-up.
• Logs notes, dispositions, and recordings where permitted.

The best way to think about it is enabling salespeople, not replacing them. Reps spend less time dialing and more time on real conversations. Many tools let reps listen to calls live and coach the agent.

Things to check when choosing one:

• Consent handling and do-not-call support.
• Calling windows by time zone.
• How transfers work if no rep answers.
• CRM sync for the CRM you actually use.
• Pricing model, such as per minute, per seat, or per connected call.

Under FCC rules, AI voices count as artificial voices, so written consent is required for telemarketing calls.

Sources

• FCC, AI voices under the TCPA (Feb 2024): https://www.fcc.gov/document/fcc-confirms-tcpa-applies-ai-technologies-generate-human-voices (accessed October 17, 2026)

This entry is general information, not legal advice.