Sales Development Representative

Description

Unifocus is an integrated workforce management software platform offering intelligent automation for daily work orders management, housekeeping activities, facility maintenance, survey solutions, scheduling & labour management, and time & attendance built for the hospitality market and other dynamic scheduling environment.

We support hotels, restaurants, casinos, and more with our innovative web-based and mobile software suite. Some of the chains we work with include Hilton, Rosewood, Shangri La, Accor, IHG, Hoxton, Corinthia, Oetker Collection etc. We are a small but growing team, and you'll have opportunities to express yourself and make meaningful contributions to our products and the company.

Visit https://www.unifocus.com for more details.

About the job

Unifocus is hiring a remote Sales Development Representative in North America to build pipeline for three Account Executives (AEs) and hand them well-qualified opportunities.

Unifocus provides software to hotels around the world, through an Operations module and a Labour Management module. As an SDR you will be the first conversation many hoteliers have with us: you will run outbound campaigns for each AE, respond to inbound interest, and run the first discovery call before passing the opportunity on.

This is a fully remote role reporting into the North American sales leadership team. It suits someone who wants to learn enterprise SaaS selling in a specialist vertical and move into an AE role.

What will you do?

You will split your time between outbound prospecting, inbound response and discovery, working to a shared pipeline target agreed with each AE.

Outbound

Run a dedicated outbound programme for each of the three AEs, tailored to that AE's territory, target accounts and ideal customer profile

Research hotel groups, management companies and owners, and identify the right stakeholders (operations, finance, HR and general management)

Execute multi-touch sequences across email, phone, LinkedIn and video, and personalise outreach using account research and trigger events

Test messaging, subject lines and cadences, and share what works with the team

Inbound

Respond to inbound leads (web forms, demo requests, events, content downloads) within our response-time standard

Qualify each lead against agreed criteria, covering fit, pain, timing, budget and decision process, and route it to the right AE

Nurture leads that are not yet ready and recycle them into outbound sequences

Discovery

Conduct first discovery calls to understand the prospect's current operations, labour and cost challenges, and the systems they use today

Position the Operations and Labour Management modules at a high level and secure a qualified handover meeting for the AE

Write clear handover notes so the AE can pick up the conversation without repeating questions

Ways of working

• Keep Salesforce accurate and up to date: activities, lead status, notes and next steps
• Meet weekly with each AE to review pipeline, target accounts and messaging

Balance priorities across three AEs and flag capacity or conflict early to sales leadership

Give feedback from the market to sales, marketing and product

Requirements

We want a curious, resilient self-starter who communicates well and is hungry to build a career in SaaS sales.

Essential

A Bachelors degree in management or sales or a related field

2 to 5 years in an SDR, BDR, inside sales or other quota-carrying or customer-facing role (strong graduates with relevant experience will be considered)

A track record of hitting activity and pipeline targets

Excellent written and verbal communication, with confidence on the phone and on video calls

Ability to run structured discovery conversations and qualify against a framework such as MEDDICC or BANT

Experience with a CRM (Salesforce preferred) and sales engagement tools

Strong organisation and time management, able to support three AEs without dropping priorities

• Comfortable working independently and staying motivated in a remote role
• Based in the US or Canada, with working hours that cover North American time zones

Desirable

Experience selling B2B SaaS, ideally into hospitality, travel, workforce management or multi-site operators

Familiarity with tools such as Outreach, Clarri, Gong, Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar

Experience supporting more than one salesperson or territory

The Unifocus experience

Our Culture Statement: Thriving Together, Achieving Greatness

To support our culture mission, we have four core culture values of Unite, Inspire, Empower, and Excel. Each value representing a set of key traits that define how we live and breathe our culture every day.

We UNITE globally, combining our diverse talents, perspectives, and expertise. With professionalism and a touch of fun, we inspire and empower each other to excel. Together, we deliver exceptional value, challenge norms, and leave a lasting impact within the hospitality industry.

In addition to a competitive salary, we offer

Health insurance

Paid time off

• A hybrid environment that promotes a healthy work-life balance
• Parental leave
• Professional development assistance
• Referral program