Metric Monday: Most BDRs Now Report to Sales

Hi everyone,

There's sooo many benchmarks in our 2025 State of the BDR Report, so I'll be using this space to continue highlighting those.

Each year, we ask BDRs whether they report to Marketing or Sales. When we first tracked this in 2022, the split was 60/40 in favor of Sales. Since then, the gap has steadily widened, and by 2025, it’s now a statistically reliable difference—BDRs now report to Sales over Marketing at an 80/20 split.

BDR teams are increasingly moving back under Sales, and across both reporting structures, the focus remains on outbound rather than inbound. Even among BDRs reporting to Marketing, 73% prioritize outbound efforts, while that number climbs to 88% for those under Sales. This shift back to Sales can be effective if teams prioritize identifying and enabling buying group members. However, it also risks overemphasizing more easily measured but potentially flawed outcomes—like meetings booked. We’ll continue tracking these trends!

@Kerry