Sales Development Representative

Job Description

Job Description

MyStudio Academy · Fairfax, VA · $55,000 base · $90,000 OTE · Uncapped (in office)

About MyStudio

MyStudio is the software that runs martial arts schools and boutique fitness studios. Roughly 2,500 studios use us to manage memberships, schedule classes, check students in, and collect payments — about $470 million in payment volume a year.
We are ten years old, founder-run, and profitable. No outside investors telling us what to do.

We also own and operate six martial arts schools ourselves. When a studio owner tells us what’s broken at the front desk on a Tuesday night, we know exactly what they mean — because we were standing at one.

Why this role exists

Our closer converts 65% of the demos he runs. The product works, the pitch works, the market wants it.
We just don’t get enough people in front of him.

That’s the whole job. You are not cold-calling into a void hoping something sticks — you’re filling the calendar of someone who closes two out of three. Everything you book has a real chance of becoming revenue, and you’ll see it happen.
You’d be the first SDR we’ve hired. You get to build the motion rather than inherit someone else’s.

What you’ll actually do

Start with people who already know us. Before you make a single cold call, you’ll work three lists we’ve never touched:

• 3,200 studios that started a free trial and never got a follow-up
• Hundreds of past conversations that ended in “not right now”
• Several thousand current customers who’ve never been shown half of what we sell

That’s months of warm work sitting untouched. It’s the fastest way to learn this market and it’s where your first wins come from.

Then build outbound. Studios stranded when a competitor’s CRM shut down. Schools running two systems because their software can’t do payments. Owners who signed with a big platform and regret it. We know who they are.

Own the whole top of the funnel. Research, first touch, follow-up cadence, qualification, handoff. You book the demo, you confirm it, you make sure the prospect shows up.

Log everything in HubSpot. Not as bureaucracy — as the thing that lets us figure out what’s working and do more of it.

What we’re looking for

Required

• 1–3 years in an SDR, BDR, or inside sales role, selling to small businesses
• A track record of hitting a meetings or opportunity number, and the ability to talk about it specifically
• Comfortable on the phone — not email-only
• CRM experience (HubSpot ideal, Salesforce fine)
• Genuinely good written English. You’ll write a lot of first impressions
• Ability to work on-site in our Fairfax, VA office

Strong plus

• You’ve sold to small business owners — restaurants, gyms, salons, clinics, studios. People who answer their own phone between appointments
• Martial arts, fitness, or youth activity background. If you’ve trained, taught, or run a program, you’ll have credibility we can’t teach
• Payments or SaaS experience

Not required
A degree. A decade of experience. Enterprise sales training. If you’re hungry, coachable, and can hold a real conversation with a school owner, we’ll teach the rest.

Compensation
Base: $55,000
Variable at target: $35,000
On-target earnings: $90,000
Accelerators: 1.25x above target, 1.5x above 125%
Cap: None

How the variable works:

• 60% on qualified demos held. Held, not booked — we pay for meetings that actually happen, so it’s in your interest to confirm and remind rather than stuff the calendar.
• 40% on closed-won revenue from your demos. Keeps us honest with each other about quality. A demo that closes is worth more to you than three that don’t.

Full variable is guaranteed in month one and half-guaranteed in month two while you ramp.
Health, dental, vision. Paid time off.

What success looks like
Demos held per month
Month 1 Training — guaranteed comp
Month 2: 8
Month 3: 12
Month 4: 15
Month 5 onward: 18

At 18 demos a month and a 65% close rate, you’d be responsible for roughly $45,000 of new recurring revenue every month. You’ll see exactly what you produced, every month, with your name on it.

What a demo has to be to count
We’ll give you this in writing on day one so there’s never an argument:

• A martial arts, fitness studio, or children enrichment program with 25+ active students
• The decision maker attends, or brings them
• They stay 15 minutes or more

Our closer can disqualify a demo within 24 hours with a written reason. That’s the whole rule. No moving goalposts.

How to apply
Send a résumé and answer two questions in a few sentences each:

1. What’s the last thing you sold, and how did you find the buyer?
2. You’re calling a martial arts school owner at 2pm. He’s between classes, he’s heard of us, he tried us two years ago and drifted off. What do you say first?

We read the answers before the résumé.

MyStudio Academy is an equal opportunity employer. We hire on ability and character.

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