• Drive pipeline creation through disciplined coaching and data-driven performance management. • Assess skill levels and create individualized development plans. • Provide regular coaching via one-on-ones, call reviews, and targeted training. • Own outbound motion design and execution for SMB restaurants in the United States. • Meet and exceed quotas for qualified opportunities and pipeline generated. • Lead ongoing training on outbound best practices and product/value messaging tailored to the restaurant SMB segment. • Partner with Marketing and RevOps to optimize lead/account routing and standardize workflows. • Establish, track, and analyze SDR KPIs and leverage data to identify trends.

• Execute high-activity, high-quality cadences to restaurant SMB decision makers using calls, emails, social, and video; personalize messaging to ideal customer profile (ICP) roles and pain points. • Run crisp qualification calls to confirm fit against ICP and qualification criteria; articulate the value proposition and handle common objections. • Consistently meet or exceed monthly targets for qualified sales opportunities and pipeline created; maintain reliable follow-up to maximize show rates and conversion. • Build and refine target lists aligned to ICP; research accounts and personas to tailor outreach and identify triggers. • Write clear, concise emails; adapt messaging by persona and lifecycle stage; maintain a professional, brand-aligned tone. • Maintain excellent CRM hygiene; follow sequence/cadence standards; log activities, notes, and next steps accurately and promptly. • Partner with Account Executives on account plans, meeting prep, and high-quality handoffs; share prospect feedback with Marketing and leadership to improve campaigns and messaging. • Participate in regular coaching, call reviews, and training; apply feedback to improve connect rates, meeting quality, and funnel conversion.

• Qualify accounts, including multiple prospects within one account/department leading to new sales opportunity creation – manage and develop leads in your territory in a strategic manner • Lead account and prospect research to build a world-class customer database for your territory in an organized manner utilizing advanced prospecting tools at your fingertips • Contribute to and develop key messaging and content to drive repeatability against our Ideal Customer Profile, Targeted Personas, and 1:1 Account ABM • Consistently achieve qualified meeting/opportunity creation quota and productivity goals for your territory • Manage an organized territory plan, and maintain Salesforce.com with precision to represent your territory to sales management and roll-up clean reports for the entire sales extended team follow-up and management of identified opportunities

• Hire, onboard, and develop a high-performing team of SDRs, fostering a culture of accountability, continuous learning, and high engagement. • Set clear goals and performance expectations aligned to pipeline generation, conversion metrics, and meeting targets. • Build and implement scalable outbound and/or inbound sales development playbooks, cadences, processes, and best practices. • Monitor team performance and pipeline health; analyze data to identify trends, challenges, and opportunities for improvement. • Partner closely with sales, marketing, and operations teams to align messaging, ensure smooth lead handoff, and optimize funnel conversion. • Drive consistent execution of prospecting activities, ensuring adherence to quality standards and effective communication with potential customers. • Provide ongoing coaching, feedback, and skill development through regular 1:1s, role plays, call reviews, and team training sessions. • Identify process improvements to increase SDR efficiency, productivity, and operational scalability. • Motivate the team through recognition, incentives, and transparent communication of expectations and results. • Maintain accurate reporting of SDR activity, pipeline creation, and team performance in CRM and engagement tools. • Support career path development and succession planning for SDRs.