Business Development Representative (BDR)

About the role

The Business Development Representative (BDR) plays a critical role in Tillster's sales organization, serving as the engine of new business generation across two strategic motions: enterprise sales and captive brand sales. This is a dual-focused role that will initially support both programs and may evolve to specialize in one as each program matures and scales. On the enterprise side, the BDR is responsible for managing and qualifying inbound leads as well as driving proactive outbound prospecting to generate qualified pipeline and booked meetings for the enterprise sales team. On the captive brand side, the BDR conducts structured outreach to assigned brands within Tillster's captive brand program, closes sales to franchise operators, and ensures that all activity and sales execution adheres to the respective brand guidelines defined in Tillster's captive brand sales planning framework. The BDR is accountable for a seamless handoff to the brand implementation team upon closing a captive brand sale, ensuring all contractual and brand-guideline compliance requirements are met at the point of transition. This role requires a high degree of diligence, process discipline, and a collaborative approach to working across internal teams and brand partners. ESSENTIAL DUTIES AND RESPONSIBILITIES Enterprise Sales Support - 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. Captive Brand Sales - 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. CRM, Reporting & Operational Excellence - 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. ADDITIONAL REQUIREMENTS - Must demonstrate exceptional organizational skills with the ability to manage simultaneous outreach pipelines across enterprise and cap

Additional Information

Business Development Representative (BDR) (HYBRID 1-2 DAYS A WEEK IN OFFICE AND MUST LIVE IN Los Angeles) About Tillster Headquartered in the USA, Tillster is the global leader in digital ordering and customer engagement solutions. For over a decade we have developed revolutionary self-service, ordering and payments solutions - for mobile, tablet, online, kiosk, call center, and more - creating personalized interactions based on consumer preferences, language, and currency. Our platform is compatible with 15+ unique POS systems, representing over 90% coverage in multi-unit restaurants. We offer one platform: one scalable, enterprise class solution - to create world-class digital engagement solutions. Our mission and passion are one in the same: Empower restaurants and consumers to engage and transact anywhere, anytime, and from any device - one consumer at a time, one order at a time, billions of times over. In doing so, together we are transforming e-commerce in restaurants and making the till grow for Tillster and our customers.

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