A handoff is the point where a lead moves from one rep to another — most commonly from an SDR or BDR to an account executive after a qualified meeting. It is a critical seam in the pipeline because it is exactly where deals go cold. The SDR's job is to pass along context — what was discussed, what the buyer cares about, what the next step is — so the AE does not have to start over.
In plain English
A handoff is passing the baton. Done well, the next rep picks up running; done poorly, the lead re-qualifies as a stranger. Teams that handle the seam well keep more deals alive.
Why it matters to you
As an SDR you are measured partly on how well your qualified meetings convert, so a clean handoff is part of your job, not extra work. Follow up within hours after the call, log everything in the CRM, and give the AE a clear reason the buyer should meet them. Reps who own the seam get a reputation for delivering real pipeline, not just meetings.