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