Sales Development Rep

• Execute high-volume outbound prospecting efforts through phone calls, email, SMS, and other communication channels to generate qualified homeowner opportunities.
• Manage and maintain outbound cadences within platforms such as Salesloft, Salesforce, and other sales engagement tools.
• Identify and engage homeowners through multiple lead sources including marketing-generated leads, nurture campaigns, site re-engagements, referrals, and change-of-ownership opportunities.
• Qualify prospects based on homeowner goals, property fit, market alignment, and readiness to engage with local sales teams.
• Accurately document all outreach activity, lead status updates, call notes, and opportunity progression within CRM systems.
• Collaborate with marketing and sales leadership to provide feedback on lead quality, campaign performance, and outbound strategy effectiveness.
• Maintain SLA expectations for speed-to-lead and outbound follow-up standards to maximize conversion opportunities.
• Consistently meet or exceed activity and performance metrics including outbound calls, conversations, qualified opportunities created, and appointment-setting goals.
• Participate in ongoing sales training, call coaching, and team development initiatives to improve communication skills and sales effectiveness.
• Collaborate with cross-functional teams and stakeholders to align departmental goals with broader organizational strategy.
• Support continuous improvement initiatives by identifying process gaps, workflow inefficiencies, and opportunities to improve outbound conversion performance.
• Contribute to a collaborative work environment that promotes open communication, innovation, and employee engagement.
• Other duties as assigned because every day is different in sales and hospitality!

Sales Development Representative

• Provide input into the development of the Market Area Strategic Business Plan and execute against it to build a pipeline of prospective franchisees.
• Meet or exceed set goals/quotas for conversions and new construction hotels in the assigned Market Area, currently California and Nevada.
• Utilize sales and resource tools to develop pipeline opportunities.
• Communicate the Choice Hotels value proposition to prospective franchisees.
• Travel within the assigned territory to source projects for conversion or new construction.
• Represent Choice Hotels and clients in negotiating deal terms as necessary.
• Manage internal relations with Area Directors and other associates to foster growth opportunities.
• Oversee the contract/approval process and collaborate with Franchise Administration and other internal resources.
• Assist franchisees with financial programs, site selection, or partnership dollars.
• Collaborate with the Franchise Performance Department to upgrade/replace existing inventory and ensure brand identity compliance.
• Work with brand leaders and operations to improve deal quality and brand performance.
• Perform competitive and SWOT analyses of the assigned Market Area.
• Stay current with industry developments and market trends, adjusting the Business Plan as needed.
• Build relationships in Finance, Construction, Hotel Development, and related communities.
• Participate in professional and industry groups and represent Choice Hotels at franchise-related events and trade shows.

Regional Vice President, Franchise Sales Development

• Prospect, educate, and qualify leads to create sales-ready opportunities and serve as the first point of contact for prospects evaluating Wing.
• Run high-volume, multi-channel outbound (calls, email, LinkedIn, events) and make strategic outbound touches daily to build pipeline and exceed meeting and SQL targets.
• Tailor outreach to each prospect’s goals and business model; master the Wing story and articulate our value in offloading repetitive work, scaling teams affordably, and increasing capacity and revenue.
• Partner with Account Executives to schedule calls, meetings, and demos, and ensure smooth handoffs that convert into opportunities and closed-won deals.
• Conduct discovery to qualify fit, pain, and timing; map stakeholders across Operations, Marketing, and Executive teams.
• Acquire key prospect data from the initial conversation, the web, and other sources; keep clean, accurate, up-to-date records in the CRM.
• Proactively stay current on the AI, staffing, and outsourcing landscape, and share market feedback with Sales, Marketing, and Product to sharpen messaging and cadences.
• Achieve or exceed monthly quotas of qualified appointments, scheduled demos, and pipeline generated.

• Manage qualified franchise candidates through the entire sales process from discovery through funding
• Build strong relationships with prospective franchise owners and their advisors
• Conduct discovery calls, franchise presentations, webinars, and validation discussions
• Educate candidates on the franchise model, investment opportunity, and ownership journey
• Maintain accurate records and pipeline management within the CRM
• Collaborate with marketing to improve lead conversion and candidate engagement
• Track key performance metrics and consistently achieve sales goals
• Attend franchise conferences, networking events, and recruitment initiatives as needed
• Support candidates throughout onboarding to ensure a successful transition into ownership

Franchise Sales Development Manager

• Create the first stage relationships with prospects at school districts
• Educate prospects on HopSkipDrive’s service
• Schedule meetings for prospects to speak with Account Executives
• Research and evaluate prospective leads
• Establish a rapport with potential prospects
• Use a consultative sales approach during outreach
• Cold call and email identified leads
• Use Salesforce CRM to manage sales funnel
• Meet or exceed SDR quotas
• Qualify leads that express interest in HSD’s service
• Meet or exceed assigned monthly and quarterly goals

• Identify and qualify new sales opportunities through inbound lead follow-up and proactive outbound prospecting.
• Research prospective clients, identify key players, and generate interest.
• Collaborate closely with the Sales team to develop and implement lead strategies and plans.
• Schedule and conduct online product demonstrations and webinars.
• Work with channel and distribution partners to leverage leads and build pipeline and awareness.

Sales Development Representative, Spanish Speaking

• Research and build targeted prospect lists using Apollo.io, Seamless.ai, and LinkedIn
• Run structured outbound sequences across phone, personalized email, and LinkedIn
• Qualify prospects before booking
• Book and confirm discovery calls for Account Executives
• Log every activity in the CRM the same day
• Work closely with marketing on webinar follow-up, campaign leads, and inbound form fills

Sales Development Representative, SDR

• Use a multi-channel approach to connect with Directors, VPs, and CEOs
• Partner with Enterprise AEs to target major accounts
• Own the top of the funnel for our biggest deals
• Use Salesforce, ZoomInfo, LI Navigator, and Gong to build a smart, data-driven pipeline

Sales Development Representative, Enterprise

• Make a high volume of daily outbound calls to targeted prospects using a parallel dialer.
• Engage prospects in consultative conversations to uncover challenges and opportunities across a book of business spanning several industries.
• Pre-book meetings for upcoming events across assigned accounts.
• Capture, track, and manage leads using a parallel dialer, and other prospecting tools.

SDR, Cold Call Specialist

• Partner with assigned AEs to execute targeted outbound messaging and sales strategies that generate net new meetings and pipeline
• Generate leads and build relationships by engaging warm prospects and identifying new opportunities
• Manage and maintain a pipeline of interested prospects, partnering with AEs to drive next steps
• Close inbound leads from the website focused on purchasing a defined number of Business licenses
• Use CRM tools to track activity, measure performance, and manage your pipeline effectively
• Collaborate with sales and marketing teams to refine outreach strategies and increase opportunity generation
• Consistently meet or exceed assigned metrics and quotas, with flexibility in how you achieve results
• Attend industry events, conferences, and webinars to network and source new leads
• Stay current on product offerings and industry trends to effectively engage prospects
• Perform other related duties as needed

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