Sales Development Representative

Rotageek; Greater London; Hybrid; GBP 35,000 - 40,000; Full time

Benefits offered by this job

Hybrid working (2 days in office)

Birthday off

Job summary

Rotageek is hiring a Sales Development Representative to identify organisations that benefit from data-optimised staff scheduling and to start meaningful conversations with senior decision-makers in retail, hospitality and entertainment. You’ll use our AI tools daily to research accounts, build a business case, and prepare for conversations across multiple channels.

You’ll have day-one responsibility, direct access to the CRO and Account Executives, and a chance to shape how a modern sales team

Qualifications

• Experience with outbound outreach in a B2B software context is beneficial.
• Familiarity with workforce management, HR tech or payroll is valuable.
• Ability to explain APIs or integrations to non-technical stakeholders.
• Some scripting, no-code or data skills (Python, SQL, advanced spreadsheets) are helpful.

Responsibilities

• Identify organisations that benefit from data-optimised staff scheduling and start conversations with senior decision-makers.
• Research target accounts using in-house AI tools to form a business case before outreach.
• Qualify opportunities and hand over to Account Executives with clear context and next steps.
• Maintain accurate Salesforce records for contacts, roles and meetings.
• Collaborate with Marketing, Product and SDR teams to improve tooling and playbooks.

Skills

Outbound outreach

Account research

B2B SaaS familiarity

APIs / technical fluency

SDR experience (helpful)

Tools

Salesforce

AI tools

LinkedIn

CRM tools

Job description

Sales Development Representative

A bit of background on Rotageek

Rotageek is a workforce management platform for retail, hospitality and entertainment. We help businesses work out who should be working when, across hundreds of shops, restaurants and venues, making scheduling more efficient for businesses and fairer for the people on the rota.

Our clients include Screwfix, Nando’s, Hotel Chocolat, Caffè Nero and Pets at Home. We’re part of the ELMO group, giving us the reach and stability of a larger organisation while keeping the energy, responsibility and close-knit feel of a small company.

We’ve chosen to be the best at scheduling rather than mediocre at everything. We’re looking for smart, inquisitive people who want to learn about business, selling and AI and help us build the next generation of our sales team.

Confidence can sometimes hold us back from applying for a job. But we'll let you in on a secret: there's no such thing as a 'perfect' candidate. Rotageek is a place where everyone can grow. So however you identify and whatever background you bring with you, please apply if this is a role that would make you excited to come into work every day.

Our Values: What We Live By

Start With People - We remember our work affects real people, so we take the time to listen, understand and act with care.

Own It, Together - We take responsibility for our part, support each other through the messy bits, and focus on fixing things rather than finding blame.

Clear Is Kind - We speak honestly and with care. We don’t avoid difficult conversations, and we make sure people have the clarity they need to move forward.

Why This Role Is SO Important:

We’re looking for a Sales Development Representative to help identify the organisations that would benefit from data-optimised staff scheduling and start meaningful conversations with the people who run them.

This is not a standard call-list-and-meeting-target SDR role. Rotageek sells to senior decision-makers across retail, hospitality and entertainment, including operations directors, people directors, finance directors and technology and data leaders. They respond to people who have done the work, formed a point of view and ask a good first question.

You’ll use our in-house AI tools every day to research accounts, spot signals, build a business case and prepare for conversations. You’ll then connect with senior decision-makers through multiple channels, including phone, video calls, email and LinkedIn.

You’ll have responsibility from day one, direct access to the CRO and Account Executives, and the opportunity to help shape how a modern sales team works when AI is part of the process. We’re more interested in curiosity, clear thinking and a willingness to learn than a perfect CV.

Key Duties & Responsibilities

Let’s be clear from the start: this isn’t about sending generic messages or working through a list without understanding the businesses behind it. You’ll research properly, form a clear hypothesis, contact the right people and make every conversation worth having.

Researching Target Accounts: Working with Sales and Marketing to build target account lists, then understanding how each organisation trades, where its people are, what is changing in the business and how it schedules today.

Building the Business Case: Using in-house AI tools, Companies House filings, trading updates, job postings and news to form a hypothesis about where scheduling may be costing a business money, efficiency or goodwill.

Preparing Before Outreach: Writing your hypothesis in plain English before contacting anyone, so every message and conversation is based on clear thinking rather than a template.

Reaching Senior Decision-Makers: Contacting COOs, operations directors, people directors, CFOs, CIOs, heads of data and other relevant stakeholders with outreach specific to their business.

Using the Phone With Confidence: Making cold calls, following up warm leads and holding first conversations with senior people as a core part of every week.

Holding Technical Conversations: Building enough understanding of integrations, APIs, HR systems and payroll systems to keep an IT or data leader engaged and move the conversation forward.

Using AI Every Day: Working with AI tools for research, writing, prioritisation and account planning, while helping improve how the team uses them.

Building Better Ways of Working: Creating and iterating outreach playbooks, research workflows, prompts and small tools that make you and the wider team faster and more effective.

Improving Our AI Tools: Feeding new signals, better questions and corrections back into our in-house tools so they continue to improve.

Qualifying and Handing Over: Booking discovery meetings for Account Executives where the right role is engaged at a target account, a real scheduling problem is on the table and a second meeting is agreed.

Qualifying Honestly: Being clear when a lead is not ready rather than passing it on simply to hit a number.

Managing Leads Accurately: Working inbound and partner-sourced leads quickly and keeping Salesforce accurate, including contacts, roles, next steps and the source of every meeting.

Closing the Loop: Bringing market feedback, objections, competitor names and product gaps back to Account Executives, Marketing and the Product team.

What Success Looks Like in Your First Six Months

Building qualified pipeline through a combination of self-generated, Account Executive-supported and inbound opportunities.

Proposing at least one improvement each month to our sales tooling, workflows or playbooks.

Keeping Salesforce accurate, with every meeting recorded against the correct contact role, source and next step.

Documenting at least one useful market insight each week, based on conversations and research.

Earning the trust of Account Executives by qualifying opportunities honestly and handing over conversations with useful context.

Key Competencies & Behaviours

You’re curious about business: You read or can learn to read annual reports, ask why things happen and can explain how a retailer or hospitality group makes and loses money.

You think before you contact: You’re willing to do the research, form a hypothesis and develop a point of view before reaching out.

You communicate clearly: You can write a short email to a director that says something worth reading and hold a focused conversation with a senior stakeholder.

You’re confident and honest: You’re willing to pick up the phone and speak with senior people, while being open about what you know and where you’re still learning.

You use AI practically: You use AI tools hands-on every day and are interested in finding better ways to apply them to research, writing and selling.

You’re commercially minded: You understand that good sales development is about creating useful conversations and qualified pipeline, not simply activity volume.

You’re technically curious: You can learn enough about APIs, integrations, HR systems and payroll technology to have credible conversations with technical and data leaders.

You’re collaborative: You enjoy working with Account Executives, the Partner Manager and Marketing, and share what you learn with the wider team.

You’re analytical and organised: You can manage account research, outreach, follow-up and Salesforce administration without losing track of detail.

You’re a test-and-learn thinker: You’re comfortable trying new approaches, reviewing results, keeping what works and dropping what does not.

It would help if you have:

• Outbound experience in B2B software, particularly where it involved thoughtful account research.

• Experience working in or selling to retail, hospitality, leisure or entertainment operations.

• Familiarity with workforce management, HR technology or payroll.

• Some technical fluency, including the ability to explain an API or integration to a non-technical person.

• Scripting, no-code or data experience, such as Python, SQL or advanced spreadsheet work.

Previous SDR experience is helpful, but it isn’t essential. If you recognise the qualities we’re looking for and are excited by the opportunity to learn, we want to hear from you.

Why You’ll Love it Here:

A base salary of £35,000–£40,000 plus OTE

Uncapped commission paid on accepted meetings and self-generated pipeline, with a guaranteed ramp for your first three months

A clear progression path, with SDRs who demonstrate the right profile able to progress into Account Executive or other roles in the business, realistically within 12–18 months

The opportunity to work with and help shape in-house AI tools for sales research, outreach and prioritisation

Direct access to the CRO, Account Executives and the wider commercial team

Significant responsibility and the opportunity to influence how a modern sales team works

Two positions based in London, with a hybrid working pattern of two days a week in the office, subject to confirmation

25 days’ holiday plus your birthday off

A company-wide shutdown over Christmas

Pension plan with a 5% employer match

Personal development and wellbeing tools, including More Happi and YuLife

The Hiring Process: Let’s Make it Personal!

Initial Conversation: A 45-minute conversation with one of our team about you, how you think about businesses and what you have built or explored with AI.

Practical Task: We’ll give you a target account and ask you to spend no more than three hours, over up to one week, preparing a hypothesis about where scheduling may be hurting the business, a first message to two named people and a walkthrough of how you used AI to reach your conclusions. We care as much about your working as the answer, and we’ll never send anything you write. We’d ideally like to run this in person at one of our offices, but we can discuss adjustments if needed.

Team Session: You’ll spend time with the people you would work with, including members of the sales team, and explore how you approach collaboration, learning and building useful conversations.

We aim to make a decision within one week of the final stage.

A few practical details

• You must have the right to work in the UK; we’re unable to sponsor visas for this role.

• If you need any adjustments to the recruitment process, please let us know and we’ll make them.