[Hiring] Sales Development Representative @Unifocus

Role Description

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. 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?

• 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.

Qualifications

• A Bachelor's 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.

Requirements

• 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.

Benefits

• Health insurance.
• Paid time off.
• A hybrid environment that promotes a healthy work-life balance.
• Parental leave.
• Professional development assistance.
• Referral program.