Sales Development Rep

Pipeline Generation & Prospecting

• Proactively identify, research, and engage enterprise-level prospects across QSR, Fast Casual, Sports & Entertainment, and Food Service Management verticals.
• Conduct outbound outreach via email, phone, LinkedIn, and event-driven campaigns to build awareness and interest in our platform.
• Execute highly personalized outreach that demonstrates understanding of industry operational challenges (speed of service, labor constraints, order accuracy, kitchen throughput, multi-location management, integration complexity).
• Manage inbound leads from marketing campaigns and qualify prospects through discovery conversations.

Qualification & Discovery

• Conduct initial qualification calls focused on uncovering operational, technical, and strategic needs.
• Identify pain points related to POS modernization, digital transformation, menu management, kitchen operations, data visibility, and multi-location control.
• Assess readiness, decision makers, buying processes, timeline, and budget alignment using MEDDICC or similar methodologies.
• Set high-quality meetings and product demonstrations for Enterprise Account Executives.

Collaboration & Alignment

• Partner closely with Enterprise AEs to execute targeted account strategies and support multi-threaded engagement.
• Work with Marketing to shape messaging, industry-specific campaigns, and event follow-up workflows.
• Provide real-time feedback on prospect objections, market trends, and competitive intelligence.

Tools, Process & Reporting

• Maintain precise CRM hygiene (Salesforce or similar).
• Utilize sales engagement and data tools (Outreach, Apollo, ZoomInfo, LinkedIn Sales Navigator) to maximize contact velocity and personalization.
• Track activity metrics, pipeline creation, conversion rates, and account-based campaign performance.

Qualifications

Required

• 1–3+ years of SDR/BDR experience, preferably in SaaS, enterprise technology, or restaurant/hospitality tech.
• Strong understanding of enterprise buying cycles and multi-stakeholder environments.
• Exceptional verbal, written, and presentation communication skills.
• Ability to conduct structured discovery and articulate value around operational efficiencies, digital transformation, and guest experience.
• Comfortable working in long sales cycles (12–24 months) and contributing to account-based strategies.
• Highly organized, self-driven, and able to manage high-volume prospecting while maintaining quality.

Preferred

• Experience prospecting into QSR, Fast Casual, or enterprise restaurant brands OR Sports & Entertainment or Food Service Management (B&I, Healthcare, Higher Ed).
• Knowledge of POS systems, digital menu technology, kitchen automation tools, or similar operational technology platforms.
• Familiarity with MEDDICC, Challenger, or value-based selling principles.

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