# The SDR Playbook: A Guide to Launching Your Tech Sales Career with Madina Biryukov

Page: https://stenobird.com/podcast/hunters-and-unicorns-1378689/the-sdr-playbook-a-guide-to-launching-your-tech-sales-career-with-madina-biryukov
Text version: https://stenobird.com/podcast/hunters-and-unicorns-1378689/the-sdr-playbook-a-guide-to-launching-your-tech-sales-career-with-madina-biryukov.md
Podcast: [Hunters and Unicorns](https://stenobird.com/podcast/hunters-and-unicorns-1378689)
Published: 2025-09-24T08:32:39+00:00
Episode link: https://huntersandunicorns.podbean.com/e/the-sdr-playbook-a-guide-to-launching-your-tech-sales-career/
Audio file: https://mcdn.podbean.com/mf/web/8ruje9ziwp5y9h3u/Hunters_ECE_Madina_v2_audio.mp3
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JSON: https://stenobird.com/v1/public/podcasts/hunters-and-unicorns-1378689/episodes/the-sdr-playbook-a-guide-to-launching-your-tech-sales-career-with-madina-biryukov
Duration seconds: 3385

## Resource

In this episode of the East Coast Elite series, we sit down with Madina Burkov, VP of Global Sales Development at Harness, to break down everything you need to know about starting a career in tech sales as a Sales Development Representative (SDR). Madina shares insights into the essential skills for success, how to assess if a company's SDR program is right for you, and the critical role SDRs play in generating pipeline and driving revenue. We also discuss practical advice on how to stand out during the application process, the importance of a growth mindset, and why the "gift of the gab" isn't the only path to a successful sales career. 🏹 Key Topics Covered 00:00 - Intro 01:48 - Madina’s role and the purpose of an SDR 03:36 - How SDRs partner with Account Executives 06:22 - Key metrics for measuring SDR success 08:03 - What to look for when joining a tech sales company 09:13 - The essential qualities of a successful SDR 11:02 - Why sales is a skill that can be learned 14:49 - How deep an SDR needs to understand the technology 16:06 - Enablement and ongoing training for SDRs 19:20 - The SDR role in a long-term sales career 22:59 - Handling rejection 33:07 - Choosing startup vs. established organization 40:51 - The value of being proactive in your job search 47:43 - The benefits of working in an office vs. remote 51:51 - How to stand out when applying for an SDR role 💥 3 Biggest Lessons: Sales is a Learned Skill: Don't be discouraged if you don't have the "gift of the gab." Sales is a skill that can be learned and taught through practice and a strong growth mindset. The ability to be curious, ask good questions, and be coachable are key attributes for success. Quality Over Quantity: As an SDR, your focus should be on the quality of the meetings you book, not just the sh…

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