Why We Don’t Call Them SDRs Anymore: Inside Teleport’s Take on Modern Sales Development

Insights from Chris Dugan, Manager, Enterprise Account Development at Teleport

If you're just starting out in sales, chances are you've come across the title “SDR” (Sales Development Representative) more times than you can count. But here at Teleport, we’ve rebranded our entire SDR function to something that better reflects the real work being done: Enterprise Account Development.

In this post, I sat down with Chris Dugan, who leads our US Enterprise Account Development team, to learn more about why this change matters—and how it can shape your path in sales.

Out with the Old: The SDR of Yesterday

When Chris started in the field over a decade ago, being an SDR meant one thing: dial for dollars. "If you hit your daily number of cold calls, booked meetings, and hit quota. It didn’t matter who those meetings were with—as long as you had numbers on the board, you were golden. But here’s the deal: that playbook doesn’t work anymore, especially in the enterprise world."

The Modern ADR: More Brand, Less Spam

Enterprise buyers today are savvier, more selective, and absolutely inundated with outreach. Your average prospect gets dozens of emails and calls a week. If your message doesn’t stand out? It gets deleted faster than you can say "follow-up."

That’s why today’s ADR (Account Development Representative) is more than a meeting-booker. They’re a brand ambassador, a content creator, and a value translator—often all in the same day.

According to Chris, here’s what makes the difference:

• Personalized outreach that shows effort and relevance
• Smart use of AI and research tools to craft compelling messaging
• Deep knowledge of the company brand, tech stack, and market
• A balance of persistence and likability that makes people want to talk to you

"Yes, cold calls still matter. But only when backed by research, precision, and strategy."

So What Does This Mean for the Hiring Process?

Chris: "Great question—and one we had to ask ourselves when we redefined the ADR role. The way we interview and evaluate candidates had to evolve just like the job did."

So, here’s a look at Teleport’s 5-step ADR interview process—plus tips on how to shine at each stage.

Account Development Representative - Interview process:

What Makes a Great ADR Candidate?

Here’s what we’re really looking for, according to Chris:

• ✅ Consistent effort and professionalism across every step
• ✅ Thoughtful follow-up after interviews (personalized to each interviewer, not generic)
• ✅ Clear career aspirations and a learner mindset
• ✅ A pleasantly persistent attitude—someone who’s likable and driven
• ✅ The ability to speak clearly, simplify complex info, and stay coachable

🧠 "How Do I Prepare?"

We get it—interviewing can be overwhelming. But we’re here to help you feel ready.

Here are Chris’ tips on what to focus on:

• Research, research, research. Look at company 10-Ks, recent news, LinkedIn, and executive blogs. What’s top of mind for them?

• Understand our value. Know what Teleport does, who we help, and how we solve real problems in the market.

• Practice your pitch. Whether it’s a cold call or a final presentation, you should know your audience and what matters to them.

• Use AI tools to accelerate your prep. It’s not cheating—it’s smart. Just make sure you add your own voice.

💡 Pro Tip: Tap into Your Network or even better, tap into Ours

Don’t be afraid to reach out to current Teleport ADRs or past employees on LinkedIn. Ask them what helped them land the role and what surprised them. Most people love to pay it forward.

Wrapping It Up

Sales is changing fast—and so are the roles that drive it. At Teleport, we believe the modern ADR is more than a pipeline machine. They're a strategic partner, a brand advocate, and a storyteller.

If you're someone who’s curious, coachable, and ready to put in the work—you’ll thrive here.

Ready to Apply?

Check out our open roles here, or connect with someone on the team to learn more. We’re always happy to chat with people who love the craft of sales and want to grow in it.

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