Business Development Representative (BDR)

Tillster is the global leader in digital ordering and customer engagement solutions. The Business Development Representative (BDR) plays a critical role in generating new business through managing inbound leads and conducting outbound prospecting to support enterprise and captive brand sales.

Responsibilities

• 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

Skills

• Must demonstrate exceptional organizational skills with the ability to manage simultaneous outreach pipelines across enterprise and captive brand programs without sacrificing quality or compliance
• Must be highly disciplined with respect to CRM data entry and pipeline hygiene — data quality is a non-negotiable standard in this role
• Must be able to adapt tone, messaging, and approach to reflect the individual brand guidelines of each captive brand partner
• Must be comfortable with both high-velocity transactional outreach and more consultative, relationship-based selling, depending on the program and opportunity
• Must demonstrate strong written and verbal communication skills, with the ability to craft compelling outreach and engage franchise operator decision-makers effectively
• Must be coachable, self-motivated, and capable of performing in a fast-paced, evolving sales organization
• 1–2 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
• 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
• 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
• 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

Benefits

• All employees within the U.S. are eligible to participate in the Stock Option Plan.
• 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.
• The company observes ten (10) paid holidays per calendar year.
• 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.
• Effective with your employment start date, you will be eligible to participate in the 401(k) Plan.
• We offer college tuition and education assistance programs; LinkedIn Learning courses; and ongoing learning and development opportunities.

Company Overview