Role Summary

Upserve is seeking highly motivated Business Development Representatives (BDRs) to help build and scale our pipeline generation engine.

This role is responsible for:

● outbound prospecting,

● inbound lead qualification,

● meeting generation,

● and creating new sales opportunities for the Account Executive team.

The ideal candidate is:

● energetic,

● highly coachable,

● competitive,

● and comfortable speaking with restaurant operators and business owners.

This is an excellent opportunity for someone looking to:

● build a career in SaaS sales,

● learn modern outbound sales skills,

● and grow into future Account Executive or sales leadership roles.

This role reports to the Manager of Business Development Representatives.

Key Responsibilities

Outbound Prospecting

● Generate pipeline through:

○ cold calling,

○ email outreach,

○ LinkedIn prospecting,

○ and local market targeting

● Identify and engage:

○ restaurant owners,

○ operators,

○ general managers,

○ and decision-makers

● Prospect into:

○ independent restaurants,

○ multi-location operators,

○ and competitive replacement opportunities

Inbound Lead Qualification

● Respond quickly to inbound demo requests and marketing leads

● Qualify opportunities based on:

○ business fit,

○ operational needs,

○ timing,

○ and decision-making process

● Schedule discovery meetings and demos for Account Executives

Messaging & Competitive Positioning

● Learn and communicate Upserve’s value proposition clearly

● Understand restaurant operational pain points including:

○ staffing,

○ labor efficiency,

○ guest experience,

○ payments,

○ and service speed

● Help position Upserve against other restaurant POS competitors

CRM & Sales Process Discipline

● Maintain accurate activity and lead tracking in Salesforce

● Use sales engagement platform and other GTM tools consistently

● Follow defined outbound processes, SLAs, and qualification standards

Team Collaboration

● Partner closely with:

○ Account Executives,

○ Marketing,

○ RevOps,

○ and Sales Leadership

● Share prospect feedback, objections, and competitive insights

● Contribute to a collaborative, high-performance sales culture

Required Qualifications

● 0–3 years of sales, customer-facing, hospitality, or business development experience

● Strong communication and interpersonal skills

● Comfortable making outbound calls and engaging new prospects

● Highly organized with strong follow-through

● Competitive mindset and strong work ethic

● Ability to work in a fast-paced, metrics-driven environment

Preferred Qualifications

● Restaurant, hospitality, retail, or customer service experience

● SaaS, fintech, payments, or technology sales exposure

● Familiarity with Salesforce or CRM systems

● Experience working in team-oriented environments

What Success Looks Like

Within the first 6–12 months, successful BDRs will:

● Consistently hit or exceed meeting and pipeline goals

● Generate qualified opportunities for the sales team

● Improve outbound conversion rates

● Develop strong prospecting and qualification skills

● Build confidence speaking with restaurant operators

● Contribute to refining Upserve’s outbound sales motion