Sales Development Representative (SDR) - Cold Calling (B2B SaaS)
Workana · Remote
About the Role
We're looking for a driven Sales Development Representative (SDR) to join a growing B2B SaaS company that helps restaurant businesses improve profitability and streamline operations.
In this role, you'll engage restaurant owners and decision-makers through outbound cold calling, identify business challenges, qualify opportunities, and schedule product demonstrations for the sales team.
This is a high-volume outbound sales role, ideal for someone who enjoys prospecting, building relationships, and creating opportunities through meaningful conversations.
What You'll Do
Outbound Prospecting
- Conduct a high volume of outbound cold calls to restaurant owners and operators.
- Introduce the company's software solution in a clear and engaging way.
- Capture prospects' attention and generate interest quickly.
- Follow structured sales scripts while keeping conversations natural.
- Adapt your approach based on each prospect's needs and business.
Lead Qualification
- Identify whether prospects match the ideal customer profile.
- Understand how they currently manage operations, inventory, labor, food costs, and profitability.
- Discover operational pain points and business challenges.
- Assess buying potential and determine if a product demonstration is appropriate.
- Focus on booking qualified meetings rather than maximizing appointment volume.
Discovery & Relationship Building
Conduct initial discovery conversations around topics such as:
- Food cost management
- Labor costs
- Inventory control
- Purchasing processes
- Recipe costing
- Profitability tracking
- Operational efficiency
- Multi-location management
- Restaurant performance visibility
Appointment Setting
- Schedule qualified product demonstrations.
- Confirm meeting details and contact information.
- Ensure prospects understand the value of the demo.
- Record detailed discovery notes for the sales team.
- Coordinate confirmations, reminders, follow-ups, and rescheduling when needed.
CRM & Pipeline Management
- Maintain accurate CRM records.
- Document calls, objections, qualification details, and next steps.
- Keep prospect information updated.
- Manage follow-up activities consistently.
Performance & Continuous Improvement
- Meet outbound activity and appointment targets.
- Participate in coaching sessions and call reviews.
- Track common objections and provide feedback to improve messaging.
- Continuously improve sales performance through feedback and training.
What We're Looking For
Required
- Previous experience as an SDR, BDR, Appointment Setter, Telesales Representative, or similar outbound sales role.
- Proven experience making outbound cold calls.
- Experience speaking with business owners or senior decision-makers.
- Excellent communication and active listening skills.
- Strong objection handling and persuasion abilities.
- Ability to identify business needs through discovery questions.
- Experience using CRM platforms.
- Highly organized with excellent follow-up skills.
- Comfortable working independently in a remote environment.
- Strong spoken English with clear pronunciation.
- Reliable internet connection and a professional home office setup.
Nice to Have
- Experience selling SaaS or subscription-based software.
- Experience selling into restaurants, hospitality, or SMBs.
- Familiarity with restaurant operations or profitability management.
- Experience working with North American customers.
- Experience using dialers, CRM systems, and appointment scheduling tools.
- Track record of consistently achieving outbound sales targets.
Success in This Role
You'll thrive in this position if you are:
- Confident and resilient.
- Comfortable making a high volume of outbound calls.
- Curious and consultative.
- Skilled at building rapport quickly.
- Results-oriented and accountable.
- Coachable and eager to improve.
- Organized and detail-oriented.
- Focused on quality conversations rather than simply booking meetings.
Work Arrangement
- Remote position
- Full-time
- Working hours aligned with North American business hours
- Ongoing coaching and professional development
- Performance-driven environment with clear goals and metrics
What You'll Be Measured On
- Outbound calls completed
- Conversations with decision-makers
- Qualified opportunities generated
- Product demonstrations booked
- Demo attendance rate
- CRM accuracy and quality of notes
- Follow-up completion
- Overall contribution to the sales pipeline