Business Development Representative

About Upserve, Inc.

Upserve is rebuilding the restaurant POS platform for independent full-service restaurants.

Restaurants today are navigating rising labor costs, staffing shortages, operational complexity, and increasing pressure from fragmented technology systems. Generic retail POS systems are not built for the realities of hospitality operations.

Upserve helps independent restaurants improve service, increase revenue per table, and run more efficient operations through restaurant-native POS, payments, reporting, guest intelligence, and operational workflows designed specifically for hospitality.

We are rebuilding our go-to-market organization with a focus on:

operational discipline,

measurable pipeline generation,

scalable sales execution,

and strong customer relationships.

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