Sales Development Rep (SDR)

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

13+ 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 (1224 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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