Sales Development Representative

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.

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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