Sales Development Representative

Unifocus; Greater London; On-site; GBP 70,000 - 90,000; Full time

Benefits offered by this job

Health insurance

Paid time off

Hybrid work environment

Parental leave

Professional development assistance

Referral program

Job summary

Unifocus is a fast-growing SaaS company specializing in hospitality workforce management. We are seeking an ambitious Sales Development Representative who will learn our platform, sales methodology and hospitality market while building pipeline across Europe.

Initially an SDR, you’ll progress to a hybrid SDR/BDR role, owning a European territory and guiding opportunities from outreach to close with support from a tight-knit UK team.

Qualifications

• 2–5 years of experience in Sales Development, Business Development or B2B SaaS sales.
• Strong outbound prospecting skills and confidence engaging senior decision-makers.
• Excellent written and verbal communication skills.
• Self-motivated, data-driven and highly organized.
• Experience with Salesforce is a plus.

Responsibilities

• Generate qualified sales opportunities through outbound prospecting and inbound lead qualification.
• Identify and engage hotel groups, management companies and ownership groups across Europe.
• Prospect using phone, email, LinkedIn and modern sales engagement tools.
• Qualify opportunities and schedule meetings for senior sales executives.
• Craft compelling value propositions tailored to each prospect.
• Handle objections and educate prospects on the value of the Unifocus platform.
• Maintain accurate pipeline activity within Salesforce and other sales tools.
• Consistently achieve activity and qualified opportunity targets; collaborate with Marketing on campaigns and events.
• Own and develop a defined sales territory across Europe.
• Build and manage your own sales pipeline and run discovery meetings and product demonstrations.
• Prepare proposals, negotiate agreements and manage the full sales cycle to close.

Skills

Outbound prospecting

B2B SaaS sales

Pipeline management

Communication skills

Salesforce usage

Tools

Salesforce

Job description

Unifocus is a leading workforce management software platform built specifically for the hospitality industry.

Our integrated platform combines intelligent automation for labour management, scheduling, time and attendance, housekeeping, maintenance, task management and guest service operations.
We support some of the world's leading hospitality brands, including Hilton, Rosewood, Shangri-La, Accor, IHG, Hoxton, Corinthia, Oetker Collection and many more.
As a growing international SaaS company, we offer an environment where ambitious people can make a genuine impact while accelerating their careers.
Visit www.unifocus.com to learn more.

About the job

Are you looking to accelerate your career in SaaS sales beyond a traditional SDR role?

We're looking for an ambitious sales professional who wants more than simply booking meetings. Thisposition is designed for someone with a strong prospecting mindset who is eager to progress into a full-cycle sales role.

You’ll begin as a Sales Development Representative, learning our products, sales methodology and hospitality market while building pipeline through outbound prospecting and qualifying inbound opportunities. Following successful completion of your probation period, you’ll transition into a hybrid Sales Development Representative / Business Development Executive role.
You’ll continue to generate your own pipeline while also taking ownership of a defined European territory, managing opportunities from initial outreach through discovery, demonstrations, commercial negotiations and ultimately closing new business.
You’ll report directly to the UK Sales Director and work alongside a small, experienced sales team focused on growing our presence across Europe.

What will you do?

During your onboarding and probation

• Generate qualified sales opportunities through outbound prospecting and inbound lead qualification.
• Identify and engage hotel groups, management companies and ownership groups across Europe.
• Prospect using phone, email, LinkedIn and modern sales engagement tools.
• Qualify opportunities and schedule meetings for senior sales executives.
• Craft compelling value propositions tailored to each prospect.
• Handle objections and educate prospects on the value of the Unifocus platform.
• Maintain accurate pipeline activity within Salesforce and other sales tools.
• Consistently achieve activity and qualified opportunity targets.Partner with Marketing to support campaigns, webinars and events.

Our Client Success team monitors the health of client relationships to ensure clients continue to gain value from the Unifocus platform. Client Success Executives support this by responding to day-to-day client queries, monitoring client activity, identifying potential issues, and escalating opportunities or risks to the appropriate Client Success Manager. They work closely with the Unifocus Client Services (Support), Product, and Implementation teams to help coordinate and expedite the resolution of client issues, ensuring a positive client experience.

Following successful completion of probation

In addition to the responsibilities above, you will:

• Own and develop a defined sales territory across Europe.
• Create and execute your own territory plan.
• Build and manage your own sales pipeline.
• Run discovery meetings and product demonstrations.
• Prepare proposals and negotiate commercial agreements.
• Manage the complete sales cycle from prospecting through to close.
• Close new SaaS opportunities across SMB hotel groups.
• Achieve pipeline, revenue and ARR targets.
• Build long-term relationships with customers while expanding your territory.

We are looking for:

• 2-5 years of experience in Sales Development, Business Development or B2B SaaS sales.
• A genuine desire to build a long-term career in software sales.
• Strong outbound prospecting skills and confidence engaging senior decision-makers.
• Excellent written and verbal communication skills.
• A competitive mindset with a passion for achieving ambitious targets.
• Self-motivated, resilient and highly organised.
• Comfortable working with Salesforce and modern sales technology.
• Strong attention to detail and a data-driven approach.
• A willingness to learn and continuously improve.
• Hospitality experience is advantageous but not essential.
• Additional European languages (particularly German or Italian) are desirable.

Why Join Unifocus?

Unlike many SDR roles where progression can take years, this position is designed to develop you into a full-cycle SaaS sales professional.

You’ll have the opportunity to:

• Earn £70,000-£90,000 OTE
• Progress into a closing role after successful probation
• Own and grow a significant European territory
• Close £10k-$50k ARR SaaS opportunities
• Sell to globally recognised hotel groups, including Hilton, Rosewood, Accor, IHG, Shangri-La, Corinthia and many more
• Learn directly from experienced SaaS sales leaders
• Work across the complete sales cycle - from prospecting through negotiation and close
• Build a long-term career within a growing international software business with clear progression opportunities as the team expands

The Unifocus experience:

Our Culture Statement: Thriving Together, Achieving Greatness

To support our culture mission, we have four core culture values of Unite, Inspire, Empower, and Excel. Each value representing a set of key traits that define how we live and breathe our culture every day.

We UNITE globally, combining our diverse talents, perspectives, and expertise. With professionalism and a touch of fun, we inspire and empower each other to excel. Together, we deliver exceptional value, challenge norms, and leave a lasting impact within the hospitality industry.

In addition to a competitive salary, we offer:

• Health insurance
• Paid time off
• A hybrid environment that promotes a healthy work-life balance
• Parental leave
• Professional development assistance
• Referral program