Business Development Representative (BDR)

Business Development Representative (BDR)

The Business Development Representative (BDR) plays a critical role in Tillster's sales organization, serving as the engine of new business generation across two strategic motions: enterprise sales and captive brand sales. This is a dual-focused role that will initially support both programs and may evolve to specialize in one as each program matures and scales.

On the enterprise side, the BDR is responsible for managing and qualifying inbound leads as well as driving proactive outbound prospecting to generate qualified pipeline and booked meetings for the enterprise sales team. On the captive brand side, the BDR conducts structured outreach to assigned brands within Tillster's captive brand program, closes sales to franchise operators, and ensures that all activity and sales execution adheres to the respective brand guidelines defined in Tillster's captive brand sales planning framework.

The BDR is accountable for a seamless handoff to the brand implementation team upon closing a captive brand sale, ensuring all contractual and brand-guideline compliance requirements are met at the point of transition. This role requires a high degree of diligence, process discipline, and a collaborative approach to working across internal teams and brand partners.

Essential duties and responsibilities include:

• Manage and qualify inbound leads for the enterprise sales team, applying defined scoring and qualification criteria to prioritize and route leads efficiently.
• Execute structured outbound prospecting campaigns using tools such as Apollo to identify, engage, and convert target enterprise accounts into qualified meetings and pipeline.
• Conduct initial discovery conversations to understand prospect needs, decision-making structures, and timelines, and deliver compelling initial positioning of Tillster's platform.
• Maintain up-to-date and accurate records of all prospect and lead activity in Apollo and Salesforce, ensuring data integrity across every stage of the outreach and qualification process.
• Collaborate closely with enterprise Account Executives to coordinate handoffs, align on target account strategies, and support pipeline coverage goals.
• Conduct proactive outreach to franchise operators assigned within Tillster's captive brand program, following outreach cadences and messaging guidelines that are aligned to each brand's specific standards and planning framework.
• Close sales to franchise operators within assigned captive brand portfolios, navigating both transactional and consultative sales cycles depending on the brand and operator profile.
• Ensure strict adherence to brand guidelines throughout the entire sales process, including approved messaging, positioning, and offer structures for each brand.
• Execute a clean, documented handoff to the brand implementation team upon deal close, providing all required context, contract details, and brand compliance documentation to ensure a seamless operator onboarding experience.
• Serve as a knowledgeable point of contact for franchise operators, building trust through responsiveness, expertise, and consistent follow-through.
• Maintain meticulous CRM hygiene in Salesforce, ensuring all contacts, accounts, activities, and pipeline stages are accurately logged in real time.
• Leverage sales engagement platforms (e.g. Apollo, Hubspot) to execute and track outbound sequences, monitor engagement, and optimize messaging based on results.
• Provide regular reporting on key performance metrics to the BDR Manager, flagging risks and opportunities proactively.
• Contribute to the continuous improvement of outreach playbooks, qualification frameworks, and captive brand sales processes.

Additional requirements include:

• Exceptional organizational skills with the ability to manage simultaneous outreach pipelines across enterprise and captive brand programs without sacrificing quality or compliance.
• Highly disciplined with respect to CRM data entry and pipeline hygiene data quality is a non-negotiable standard in this role.
• Ability to adapt tone, messaging, and approach to reflect the individual brand guidelines of each captive brand partner.
• Comfort with both high-velocity transactional outreach and more consultative, relationship-based selling, depending on the program and opportunity.
• Strong written and verbal communication skills, with the ability to craft compelling outreach and engage franchise operator decision-makers effectively.
• Familiarity with the restaurant, QSR, or hospitality technology landscape is strongly preferred, as is experience selling to or working within franchise or multi-unit operator environments.
• Coachable, self-motivated, and capable of performing in a fast-paced, evolving sales organization.

Supervisory responsibilities are none at this time.

Key performance metrics include:

• Outbound activity metrics: calls, emails, sequences initiated, and meetings booked per week/month for the enterprise team.
• Outbound pipeline generated: total qualified pipeline value sourced through outbound efforts.
• Captive brand sales productivity: number of franchise operator deals closed per period and associated revenue against target.
• Captive brand outreach activity: volume and engagement rates of brand-guideline-adherent outreach to assigned operators.
• Handoff quality: completeness and accuracy of implementation handoff documentation and adherence to brand compliance requirements at point of sale.
• CRM data quality: completeness and accuracy of Salesforce records as assessed on a rolling basis.

Education and/or experience include:

• 12 years of experience in a BDR, SDR, or inside sales role, with demonstrated performance against outbound activity and pipeline generation targets.
• Hands-on experience with outbound sales engagement platforms Outreach, Salesloft, or Apollo is required.
• Proficiency with Salesforce CRM, with a proven track record of disciplined data entry and pipeline management.
• Experience in or strong familiarity with the restaurant, QSR, hospitality technology, or franchise/multi-unit operator space is strongly preferred.
• Experience in SaaS or B2B technology sales is a plus.
• Demonstrated ability to manage multiple concurrent prospecting programs with distinct messaging and compliance requirements.
• Bachelor's degree in Business, Marketing, Communications, or equivalent professional experience.

The interview process includes:

• Recruiter screen with a Talent Acquisition Specialist.
• Interview with the BDR Manager.
• Interview with Sales & Marketing Leadership.
• Skills assessment or role-play exercise (outbound prospecting or captive brand sales scenario).

Pay and benefits (USA) include:

• Expected base salary range is $70,000 $85,000, commensurate with experience, plus a target incentive pay upwards $35,000 annually, tied to quarterly deliverables. Total starting compensation package and benefits to be determined based on Company policy.
• Equity: All employees within the U.S. are eligible to participate in the Stock Option Plan.
• Health Benefits: All full-time, regular employees and their dependents are eligible for medical, dental, vision and FSA benefits. Additional health benefits include Healthcare and Dependent Care reimbursement programs, Employee Assistance Program ("EAP") and Optum Care 24-hour confidential medical counseling services.
• Holidays: The company observes ten (10) paid holidays per calendar year.
• Paid Time Off (PTO): Full-time, regular employees earn 15 days of PTO in the first 12-months of continuous service, and 22 days in subsequent years. Eligible part-time employees earn pro-rated PTO.
• Retirement: Effective with your employment start date, you will be eligible to participate in the 401(k) Plan.
• Education, Learning & Development: We offer college tuition and education assistance programs; LinkedIn Learning courses; and ongoing learning and development opportunities.

Local candidates strongly preferred. No visa sponsorship. Principals only no agencies or calls please. Tillster is proudly an Equal Opportunity Employer.