Business Development Representative

Upserve; United States; Remote; USD 55,000 - 90,000; Full time

Job summary

Upserve is seeking highly motivated Business Development Representatives to build and scale the pipeline. You will drive outbound prospecting, qualify inbound leads, and create opportunities for the Account Executive team. Expect to work closely with Account Executives, Marketing, and RevOps in a fast-paced, data-driven environment.

The role emphasizes learning modern outbound sales, growing into AE or leadership roles, and reporting to the Manager of Business Development Representatives.

Qualifications

• 0–3 years of sales or customer-facing experience.
• Strong communication and interpersonal skills.
• Comfortable making outbound calls and engaging new prospects.
• Highly organized with strong follow-through.
• Competitive mindset and ability to work in a metrics-driven environment.

Responsibilities

• Generate pipeline through cold calling, email outreach, LinkedIn prospecting, and local market targeting.
• Identify and engage restaurant owners, operators, general managers, and decision-makers.
• Qualify opportunities based on business fit, needs, timing, and decision process.
• Schedule discovery meetings and demos for Account Executives.
• Maintain accurate activity and lead tracking in Salesforce and follow outbound processes.

Skills

Outbound prospecting

Inbound lead qualification

CRM usage (Salesforce)

Strong communication

Organizational skills

Tools

Salesforce

CRM systems

Job description

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