Fractional AE vs SDR: What's the Difference?
Understanding the key differences between a Fractional AE and an SDR to make the right hire.
Key Difference
SDRs are measured on activity (calls, emails, meetings booked). Fractional AEs are measured on output (qualified leads delivered). An SDR might send 100 emails to book 2 meetings. A Fractional AE delivers 50 qualified leads that convert at a higher rate.
| Factor | Fractional AE | SDR |
|---|---|---|
| Primary focus | Lead quality & research depth | Activity volume (calls, emails) |
| Output | Qualified, researched leads | Meetings booked |
| Seniority | Senior (5+ years) | Junior (0-2 years) |
| Approach | Strategic, research-first | Volume-based, activity-first |
| Typical cost | $1-2.5K/month | $4-6K/month (salary) |
| Management needed | Low (self-directed) | High (coaching, training) |
| Ramp time | 1 week | 2-3 months |
| Does outreach | No (delivers leads) | Yes (calls, emails) |
When to Choose Each
Choose Fractional AE When:
- • Lead quality matters more than volume
- • Your team can do outreach but not research
- • You don't have time to manage/train
- • You want researched, personalized leads
- • Budget is tight but you need pipeline
Choose SDR When:
- • You need someone doing daily outreach
- • High activity volume is the strategy
- • You can invest in training/coaching
- • You want in-house sales development
- • Building a sales team long-term
The Hybrid Model
Many companies use both: Fractional AE for research, SDR for outreach. The Fractional AE delivers qualified, researched leads with personalization hooks. The SDR executes the outreach using that intel. This maximizes both quality and activity.