• Lead SDR execution across inbound and outbound to consistently hit meeting and pipeline targets. • Coach and develop SDR talent, including call reviews, outbound success tactics, objection handling, and performance management. • Translate marketing messaging and campaigns into SDR plays, including sequences, persona-specific talk tracks, and multichannel outreach. • Run the SDR operating cadence, including weekly performance reviews, pipeline coverage planning, and coaching loops. • Partner cross-functionally with Sales, Demand Gen, PMM, RevOps, and Marketing Ops to align priorities, improve conversion, and create tight feedback loops. • Enforce process discipline and system hygiene, including CRM standards, lead follow-up SLAs, handoffs, and accurate attribution. • Build repeatable playbooks and iterate quickly as Lumos’ GTM motion evolves.

• Qualify inbound and outbound leads to generate new opportunities and pipeline for the sales team • Conduct outbound prospecting via phone, email, and other channels to engage and qualify potential clients • Lead meaningful and engaging discovery conversations to understand prospect goals, challenges, and needs related to student success, retention, and engagement • Conduct thorough discovery to identify potential needs and schedule qualified meetings for Account Executives • Perform market research on assigned territory to contribute to a strategic sales approach • Collaborate with Sales and Marketing team members on strategic account-based selling initiatives • Ensure accurate and timely documentation of activity, lead qualification, and lifecycle stages in HubSpot CRM • Follow up consistently and thoughtfully on inbound marketing leads

Focal makes outdoor electric heaters for restaurant groups and hospitality operators — so outdoor spaces stay welcoming, comfortable, and open for business year-round. We have a product that works, early customers across the Bay Area, and a clear path to scaling into larger accounts and new geographies. Now we're building the team to make that happen. This is an SDR role with real ownership. You'll research and qualify target accounts, run first-touch outreach, and hand off warm, well-prepped leads to the sales team. Outreach is personalized and account-specific — you'll have real context on every conversation you start. What You'll Work On Account Research & List Building - Identify and prioritize restaurant groups, hotel operators, and hospitality venues that match our customer profile — starting in the Bay Area, expanding across California and beyond as we scale - Look beyond direct accounts too — general contractors, designers, and project managers who work across multiple restaurants and hospitality venues can be some of the most valuable relationships to build. - Find the right decision-makers at each account — VP Operations, Facilities Director, GM, or Owner — and build out verified contact information Outbound Outreach - Run personalized first-touch outreach through the right channel for each account — this isn't a spray-and-pray role, every account gets a tailored approach - If you're Bay Area-based, we encourage in-person outreach where it makes sense — a well-timed walk-in to a restaurant is often more effective than a cold email - Book intro meetings and qualify prospects against our criteria before handing off to sales Market Intelligence - Monitor signals for new restaurant construction and build activity — permit filings, architect announcements, group expansion news - Flag early-stage opportunities where Focal can get into conversations before a space is built out - Keep a current picture of who's opening what, where, and when across our target geographies Pipeline & CRM - Log all activity and account status in CRM; keep records clean and attribution accurate - Prepare account briefs and context so every handoff to sales is warm and well-informed - Contribute to a consistent view of pipeline health and what's coming down the line Who You Are We're looking for someone who is - Comfortable initiating — you don't wait to be introduced, you find the right person and reach out - Meticulous about research — outreach is only as good as the intel behind it - A clear, concise writer — personalized messages that get responses - Organized and self-directed; you manage a full outreach cadence without being chased - Genuinely curious about the restaurant and hospitality scene in the Bay Area and beyond - Comfortable building process in a scrappy environment — this is an early role at an early company Background - 1–3 years in an SDR, BDR, outbound sales, or similar role — or strong evidence you can do the job - CRM experience helpful (Attio, or similar) - Familiarity with LinkedIn Sales Navigator, enrichment tools (Apollo, ZoomInfo, Clearbit), or construction tracking tools is a plus Why Focal A market built on real experiences. Restaurant groups and hospitality operators are in the business of bringing people together. You'll get to work with operators who care about creating great experiences, at any scale. You're in early. Every meeting you book is a direct contribution to revenue. This isn't a number in a funnel report — you'll see your work turn into real customers. Small team, direct feedback. You'll work closely with the leadership team. No layers, no bureaucracy. Good work is visible immediately. Compensation & Details Commitment Contract, and open to full-time as fit evolves Compensation Flat fee structure (not hourly) + variable comp tied to qualified pipeline and meetings booked Location Remote – Bay Area preferred. Our office is in San Francisco. Start Date Immediate — looking to move quickly Benefits Benefits available for full-time employees — possible future state How to Apply Send a short note and your resume to christina@focalheat.co. Tell us briefly why you’re excited about this role, what kind of research or outbound work you've done before, and name one Bay Area restaurant group or hotel you think would be a strong Focal account and why. We move fast — first conversations happen within a week of applying.

• Generate leads and support building a robust sales pipeline through networking, outreach, and relationship development. • Drive new business development efforts by identifying and engaging prospective clients. • Develop and execute growth strategies to expand market presence. • Collaborate with internal teams to refine sales strategies and optimize operational efficiency. • Represent Joffe Emergency Services at industry events, trade shows, and conferences to build brand awareness and establish connections. • Provide administrative assistance related to sales operations, ensuring CRM and contract management systems are updated. • Effectively communicate with stakeholders to align partnership goals with business objectives. • Present findings quarterly to senior leadership and the advisory board, providing insights on partnership performance, sales trends, and growth opportunities.