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Job Type
Full-time
Description
Unifocus is an integrated workforce management software platform offering intelligent automation for daily work orders management, housekeeping activities, facility maintenance, survey solutions, scheduling & labour management, and time & attendance built for the hospitality market and other dynamic scheduling environment.
We support hotels, restaurants, casinos, and more with our innovative web-based and mobile software suite. Some of the chains we work with include Hilton, Rosewood, Shangri La, Accor, IHG, Hoxton, Corinthia, Oetker Collection etc. We are a small but growing team, and you'll have opportunities to express yourself and make meaningful contributions to our products and the company.
Visit https://www.unifocus.com for more details.
About the job
Unifocus is hiring a remote Sales Development Representative in North America to build pipeline for three Account Executives (AEs) and hand them well-qualified opportunities.
Unifocus provides software to hotels around the world, through an Operations module and a Labour Management module. As an SDR you will be the first conversation many hoteliers have with us: you will run outbound campaigns for each AE, respond to inbound interest, and run the first discovery call before passing the opportunity on.
This is a fully remote role reporting into the North American sales leadership team. It suits someone who wants to learn enterprise SaaS selling in a specialist vertical and move into an AE role.
What will you do?
You will split your time between outbound prospecting, inbound response and discovery, working to a shared pipeline target agreed with each AE.
Outbound
- Run a dedicated outbound programme for each of the three AEs, tailored to that AE's territory, target accounts and ideal customer profile
- Research hotel groups, management companies and owners, and identify the right stakeholders (operations, finance, HR and general management)
- Execute multi-touch sequences across email, phone, LinkedIn and video, and personalise outreach using account research and trigger events
- Test messaging, subject lines and cadences, and share what works with the team
Inbound
- Respond to inbound leads (web forms, demo requests, events, content downloads) within our response-time standard
- Qualify each lead against agreed criteria, covering fit, pain, timing, budget and decision process, and route it to the right AE
- Nurture leads that are not yet ready and recycle them into outbound sequences
Discovery
- Conduct first discovery calls to understand the prospect's current operations, labour and cost challenges, and the systems they use today
- Position the Operations and Labour Management modules at a high level and secure a qualified handover meeting for the AE
- Write clear handover notes so the AE can pick up the conversation without repeating questions
Ways of working
- Keep Salesforce accurate and up to date: activities, lead status, notes and next steps
- Meet weekly with each AE to review pipeline, target accounts and messaging
- Balance priorities across three AEs and flag capacity or conflict early to sales leadership
- Give feedback from the market to sales, marketing and product
Requirements
We want a curious, resilient self-starter who communicates well and is hungry to build a career in SaaS sales.
Essential
- A Bachelors degree in management or sales or a related field
- 2 to 5 years in an SDR, BDR, inside sales or other quota-carrying or customer-facing role (strong graduates with relevant experience will be considered)
- A track record of hitting activity and pipeline targets
- Excellent written and verbal communication, with confidence on the phone and on video calls
- Ability to run structured discovery conversations and qualify against a framework such as MEDDICC or BANT
- Experience with a CRM (Salesforce preferred) and sales engagement tools
- Strong organisation and time management, able to support three AEs without dropping priorities
- Comfortable working independently and staying motivated in a remote role
- Based in the US or Canada, with working hours that cover North American time zones
Desirable
- Experience selling B2B SaaS, ideally into hospitality, travel, workforce management or multi-site operators
- Familiarity with tools such as Outreach, Clarri, Gong, Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar
- Experience supporting more than one salesperson or territory
The Unifocus experience:
Our Culture Statement: Thriving Together, Achieving Greatness
To support our culture mission, we have four core culture values of Unite, Inspire, Empower, and Excel. Each value representing a set of key traits that define how we live and breathe our culture every day.
We UNITE globally, combining our diverse talents, perspectives, and expertise. With professionalism and a touch of fun, we inspire and empower each other to excel. Together, we deliver exceptional value, challenge norms, and leave a lasting impact within the hospitality industry.
In addition to a competitive salary, we offer:
- Health insurance
- Paid time off
- A hybrid environment that promotes a healthy work-life balance
- Parental leave
- Professional development assistance
- Referral program