If you're applying for Business Development Representative (BDR) roles, chances are you're either early in your career or shifting into sales for the first time. These roles are common in tech, but they also exist in industries like finance, logistics, manufacturing, and consulting. BDR jobs are often entry-level, but they come with high expectations. You’ll need to show energy, resilience, and a clear understanding of what the job involves.

Because of that, interviews for BDR roles can be intense. Recruiters and hiring managers want to see more than just interest in the job. They’re looking for proof that you understand what it takes and that you’re ready to put in the work.

This guide will walk you through what to expect in a BDR interview, the questions you’ll likely get, and how to prepare.

What does a BDR actually do?

Before you prep for interviews, get clear on the job.

A BDR’s main job is to generate pipeline. That means:

• Reaching out to potential customers (cold calls, cold emails, LinkedIn)

• Qualifying leads to see if they’re a good fit

• Setting up meetings for Account Executives (AEs)

It’s sales, but it’s top-of-funnel. You’re not closing deals. You’re starting conversations.

BDRs are measured by how many meetings they book and how many of those meetings turn into real opportunities.

If this doesn’t sound fun to you, that’s okay. But don’t fake it in interviews. It will show.

What interviewers want to see?

They’re not expecting you to be a sales expert. But they are looking for a few key things:

• Resilience: Can you handle rejection and keep going?

• Curiosity: Do you understand the product and the customer?

• Clarity: Can you explain ideas simply?

• Drive: Do you want to grow in sales or just want any job?

• Coachability: Are you open to feedback?

This is what they’re testing for in most questions.

Common BDR interview questions

Here are the questions you’re most likely to get, plus how to think about them.

“Why do you want to work in sales?”

They want to know if you’ve thought this through.

Bad answers:

• “I’m a people person.”

• “I just want to get my foot in the door.”

Better answers:

• “I like the challenge of reaching out to people and getting them interested.”

• “I want a role where I can see clear results and improve over time.”

• “Sales feels like a good way to learn about the business and grow fast.”

“What do you know about our company?”

This question is checking effort.

You should know:

• What the company does

• Who their customers are

• A rough idea of how they make money

Don’t just repeat the “About Us” page. Show that you understand the product and who it’s for.

“Walk me through your resume”

This is your chance to shape your story.

Even if you haven’t worked in sales, connect the dots. Examples:

• “In my last role, I handled customer questions. That taught me how to explain things clearly.”

• “I ran a campus club and had to convince sponsors to support us. That felt like sales.”

Be concise. Don’t list everything. Focus on what’s relevant.

“How do you handle rejection?”

This is a big one. BDRs get ignored or rejected constantly.

Be honest, but show self-awareness.

Example:

“It’s frustrating sometimes, but I try not to take it personally. I usually look at what I could have done differently, then move on to the next one.”

They want to hear that you won’t quit after a bad week.

“How would you research a prospect before reaching out?”

They want to know how you think.

Start with:

• Their LinkedIn profile

• The company’s website

• Recent news or funding

• Tools like Crunchbase or BuiltWith

Then, explain how you’d use that info in an outreach message.

Example:

“If I saw they just launched a new product, I’d mention that and tie it to how our product could help them grow faster.”

Tips to stand out

Interviewers talk to a lot of candidates. Here’s how to separate yourself from the rest.

1. Show you’ve done the work

Most people don’t prepare. You don’t need to be perfect, but you should be ready.

Do this:

• Research the company and the role

• Prepare questions to ask them

• Practice common questions out loud

2. Have a short, clear story

You’ll get asked “Tell me about yourself” or “Walk me through your background.” Have a 1–2 minute version ready.

Structure it like this:

• Where you’re coming from

• Why you’re interested in BDR roles

• Why this company makes sense

Avoid rambling. Keep it tight.

3. Ask smart questions

At the end of the interview, you’ll get a chance to ask questions. Don’t waste it.

Good questions:

• “What does success look like in this role after 3 months?”

• “How do top BDRs here spend their day?”

• “What tools do you use for outreach and tracking?”

Avoid questions you could Google.

4. Be specific, not generic

Don’t say “I’m a hard worker.” Show it.

Example:

“In my last job, I made over 100 outbound calls a week while also running onboarding sessions for new hires.”

Specific examples are more believable.

Red flags to avoid

A few things that might hurt your chances:

• Not knowing what the company does

• No clear interest in sales

• Talking too much without answering the question

• Being defensive when given feedback

• Sounding bored or flat

If you're nervous, that's fine. But if it feels like you don't care, they’ll move on.

Practice mock calls

Some companies will ask you to do a mock cold call. This might be part of the first or second interview. You’ll usually be asked to call the interviewer and pitch the product back to them.

How to prep:

• Read the website and know the product basics

• Prepare a short opener (why you're calling)

• Mention a relevant pain point

• Ask a question to get them talking

You don’t need to be perfect. They’re looking for structure, confidence, and how you react if things go off-script.

Example opener:

“Hi, this is Jordan from [Company]. I saw your team just raised funding—congrats. We help growing companies streamline onboarding for new hires. Does that resonate at all?”

Short. Focused. Not pushy.

Use rejection as feedback

Most BDR interviews don’t lead to offers. That’s normal. If you don’t get the job, try to get feedback. Then adjust.

• Was your story clear?

• Did you seem interested in the company?

• Did you prepare for the mock call?

Treat each interview like a rep. You’ll get better.

Where Via fits in

If you’re applying to dozens of BDR roles and not hearing back, the problem likely isn’t you as a person or your abilities, but rather whether your background and skills align with what those companies are looking for.

Via helps you find roles that match your background and goals. That means less wasted time and more interviews that actually go somewhere.

It’s free to use. And it’s built to surface roles that make sense for you, not just what’s trending.

Final thoughts

BDR interviews aren’t easy, but they’re not a mystery either.

Learn the basics of the job. Prepare your story. Practice mock questions. Then show up with energy and curiosity.

And if you’re feeling stuck, tools like Via can help. You don’t need to apply to every open role. You just need to focus on the right ones.

Good luck.