Business Development Representative – BDR

Tillster

Business Development Representative generating new business for Tillster's digital ordering and customer engagement solutions. Focus on both enterprise and captive brand sales processes.

Posted 6/13/2026full-timeLos Angeles • California • 🇺🇸 United StatesJuniorMid-Level💰 $70,000 - $85,000 per yearWebsite

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Manage and qualify inbound leads for the enterprise sales team, applying defined scoring and qualification criteria to prioritize and route leads efficiently.
Execute structured outbound prospecting campaigns using tools such as Apollo to identify, engage, and convert target enterprise accounts into qualified meetings and pipeline.
Conduct initial discovery conversations to understand prospect needs, decision-making structures, and timelines, and deliver compelling initial positioning of Tillster’s platform.
Maintain up-to-date and accurate records of all prospect and lead activity in Apollo and Salesforce, ensuring data integrity across every stage of the outreach and qualification process.
Collaborate closely with enterprise Account Executives to coordinate handoffs, align on target account strategies, and support pipeline coverage goals.
Conduct proactive outreach to franchise operators assigned within Tillster’s captive brand program, following outreach cadences and messaging guidelines that are aligned to each brand’s specific standards and planning framework.
Close sales to franchise operators within assigned captive brand portfolios, navigating both transactional and consultative sales cycles depending on the brand and operator profile.
Ensure strict adherence to brand guidelines throughout the entire sales process, including approved messaging, positioning, and offer structures for each brand.
Execute a clean, documented handoff to the brand implementation team upon deal close, providing all required context, contract details, and brand compliance documentation to ensure a seamless operator onboarding experience.
Serve as a knowledgeable point of contact for franchise operators, building trust through responsiveness, expertise, and consistent follow-through.
Maintain meticulous CRM hygiene in Salesforce, ensuring all contacts, accounts, activities, and pipeline stages are accurately logged in real time.
Leverage sales engagement platforms (e.g. Apollo, Hubspot) to execute and track outbound sequences, monitor engagement, and optimize messaging based on results.
Provide regular reporting on key performance metrics to the BDR Manager, flagging risks and opportunities proactively.
Contribute to the continuous improvement of outreach playbooks, qualification frameworks, and captive brand sales processes.

Requirements

What you’ll need

1–2 years of experience in a BDR, SDR, or inside sales role, with demonstrated performance against outbound activity and pipeline generation targets.
Hands-on experience with outbound sales engagement platforms — Outreach, Salesloft, or Apollo — is required.
Proficiency with Salesforce CRM, with a proven track record of disciplined data entry and pipeline management.
Experience in or strong familiarity with the restaurant, QSR, hospitality technology, or franchise/multi-unit operator space is strongly preferred.
Experience in SaaS or B2B technology sales is a plus.
Demonstrated ability to manage multiple concurrent prospecting programs with distinct messaging and compliance requirements.
Bachelor’s degree in Business, Marketing, Communications, or equivalent professional experience.

Benefits

Comp & perks

Equity: All employees within the U.S. are eligible to participate in the Stock Option Plan.
Health Benefits: All full-time, regular employees and their dependents are eligible for medical, dental, vision and FSA benefits. Additional health benefits include Healthcare and Dependent Care reimbursement programs, Employee Assistance Program (“EAP”) and Optum Care 24-hour confidential medical counseling services.
Holidays: The company observes ten (10) paid holidays per calendar year.
Paid Time Off (PTO): Full-time, regular employees earn 15 days of PTO in the first 12-months of continuous service, and 22 days in subsequent years. Eligible part-time employees earn pro-rated PTO.
Retirement: Effective with your employment start date, you will be eligible to participate in the 401(k) Plan.
Education, Learning & Development: We offer college tuition and education assistance programs; LinkedIn Learning courses; and ongoing learning and development opportunities.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

outbound salespipeline generationdata entryCRM managementsales reportingprospectinglead qualificationsales cycle managementmessaging optimizationsales process improvement

Soft Skills

communicationcollaborationresponsivenesstrust-buildingorganizationadaptabilityproblem-solvingattention to detailtime managementproactive engagement

Certifications

Bachelor’s degree in BusinessBachelor’s degree in MarketingBachelor’s degree in Communications