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.

Imagine having an enterprise-grade AppStore at work — one that ensures you can easily search, request, and gain access to any app you need, precisely when you need it. No more long waiting times with outstanding IT requests. Lumos is solving the app and access management challenges for organizations of all sizes through a unified platform. Our fast-growing startup is pioneering the way to untangle the complex web of app and access management by building the critical infrastructure that defines relationships between app, identities and data. Why Lumos? - Jump on a Rocketship: Since launching out of stealth mode just over 2 years ago, our team has grown from 20 to ~100 people and our customer base has 10x’ed with companies like GitHub, MongoDB and Major League Baseball! - Build with Renowned Investor Backing: Andreessen Horowitz (a16z) backed us since the beginning and we've raised over $65m from Scale, Neo, Greg Brockman (President at OpenAI), Phil Venables (CISO at Google), and others. - Thrive in a Unique Culture: You’ll join an early-stage company where you have actual influence on the trajectory of the company. We deeply care about our people and the philosophy we live by - check out our values here. As the Senior Manager of SDRs at Lumos, you will build and lead the SDR function as a predictable performance engine that builds pipeline and revenue through high-quality meetings and opportunities. This role sits at the center of GTM execution. You will run inbound and outbound execution, coach and develop SDR talent, operationalize campaigns, and measure and report on impact. You will partner closely with Sales Leadership, Demand Gen, Product Marketing, RevOps, and Marketing Ops to tighten conversion, strengthen process discipline, and continuously improve performance. As the Senior Manager of SDRs at Lumos, you have massive opportunity to accelerate pipeline creation and progression while cultivating the next generation of sellers. ✨ Your Responsibilities - 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. 🙌 What We’re Looking For - 8+ years of enterprise tech revenue experience, including 3+ years leading SDR teams (inbound + outbound), ideally selling to security buyers. - Proven ability to run SDR performance as a system: activity → meetings → opportunities → pipeline. - Strong coaching track record (call reviews, objection handling, performance improvement plans) with clear evidence of developing high performers. - Deep comfort with metrics and funnel diagnosis (meeting rates, held rates, meeting → opp, pipeline per SDR, lead response time). - Experience building sequences and plays from product marketing messaging; strong writing and messaging instincts. - Operational rigor with CRM hygiene and process discipline, plus the ability to drive adoption without slowing SDRs down. - Collaborative, low-ego leader who partners tightly with Sales, Marketing, and Ops. - Nice to have: - Experience selling into identity personas. - Comfort using AI and automation to decide what should be rep-led vs system-led, and to continuously improve prioritization, personalization, and follow-up at scale. ⭐️ What We Value We also care about whether you would be a good fit for Lumos based on the values and characteristics that define how we achieve outcomes, not just your resume. Thank you for considering Lumos, we hope to hear from you! 🎉 💰 Pay Range - $139,000 - $187,500 Note that this range is a good faith estimate of likely pay for this role; upon hire, the pay may differ due to skill and/or level of experience. 💸 Benefits and Perks: - 💯 Remote work culture (+/-4 hours Pacific Time) - ⛑ Medical, Vision, & Dental coverage covered by Lumos - 🛩 Company and team bonding trips throughout the year fully covered by Lumos - 🌴 Flexible PTO, with minimum time off to make sure you are rested and able to be at your best - 👶🏽 Up to 16 weeks for expecting parents - 💰 Monthly wellness stipend - 🏦 401k matching plan

Your role at DynatraceThe Sales Development Representative is responsible for identifying and qualifying sales opportunities for APM software field sales organization. Sales Development Representative will partner with field sales representatives and marketing to generate demand and qualify leads. Responsibilities: - Hunt for and qualify leads and prospects based on defined criteria. - Profile assigned accounts and drive outbound prospecting to generate new business. - Must call into senior IT management at Fortune 1000 as part of lead development and qualification. E.g. CTO, CIO, Directors of IT Operations, Directors of Infrastructure, Directors of Application support. - Conduct research on accounts by using Google, LinkedIn, Jigsaw and other tools. - Develop an understanding of the account’s business issues and other relevant information. - Execute database and telemarketing programs to increase attendance at upcoming events, seminars, and to create awareness for current product promotions to target audiences. - Educate prospects about Dynatrace enterprise solutions. - Use CRM-Salesforce.com to track activities. - Attend weekly territory forecast meetings and update team on progress of identified activities. - Work to meet defined metrics goals. - Provide input to marketing including feedback on quality of leads from marketing programs. What will help you succeedMinimum Requirements: - High level of commitment to exceptional customer service and relationship build. - Strong written and verbal communication skills. Preferred Qualifications - College diploma/university degree preferred. - Understanding of IT operations management solutions a plus. - Experience using a CRM preferred, specifically Salesforce. - Self-motivated with the ability to work in a fast paced and constantly changing environment. - Strong problem solving, organizational and interpersonal skills. - Ability to work both individually and in a team environment. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The on-target-earning for this role is $90,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.