Sales Development Representative

About the role

MyStudio is the software that runs martial arts schools and boutique fitness studios. Roughly 2,500 studios use us to manage memberships, schedule classes, check students in, and collect payments — about $470 million in payment volume a year. We are ten years old, founder-run, and profitable. No outside investors telling us what to do. We also own and operate six martial arts schools ourselves. When a studio owner tells us what’s broken at the front desk on a Tuesday night, we know exactly what they mean — because we were standing at one.

This role exists because our closer converts 65% of the demos he runs. The product works, the pitch works, the market wants it. We just don’t get enough people in front of him. You’ll fill the calendar of someone who closes two out of three, booking demos that have a real chance of becoming revenue. You’ll be the first SDR we’ve hired, building the motion from scratch.

Responsibilities

• Start with warm lists: 3,200 studios that started a free trial and never got a follow‑up; hundreds of past conversations that ended in “not right now”; several thousand current customers who’ve never been shown half of what we sell.
• Build outbound prospecting: target studios stranded when a competitor’s CRM shut down, schools running two systems because their software can’t do payments, owners who signed with a big platform and regret it.
• Own the whole top of the funnel: research, first touch, follow‑up cadence, qualification, handoff.
• Book demos, confirm them, ensure prospects show up.
• Log all activity in HubSpot to enable data‑driven improvements.
• Track success: demos held per month (Month 1 training – guaranteed comp; Month 2: 8; Month 3: 12; Month 4: 15; Month 5 onward: 18). At 18 demos/month and a 65% close rate, you’d drive roughly $45,000 of new recurring revenue each month.
• Understand what counts as a qualified demo: martial arts, fitness studio, or children enrichment program with 25+ active students; decision maker attends (or brings them); they stay 15 minutes or more.

Requirements

• 1–3 years in an SDR, BDR, or inside sales role selling to small businesses.
• Track record of hitting meetings or opportunity numbers; able to discuss specifics.
• Comfortable on the phone — not email‑only.
• CRM experience (HubSpot ideal, Salesforce fine).
• Genuinely good written English; you’ll write many first impressions.
• Ability to work on‑site in our Fairfax, VA office.

Strong plus

• Experience selling to small business owners (restaurants, gyms, salons, clinics, studios) who answer their own phone between appointments.
• Background in martial arts, fitness, or youth activity (trained, taught, or ran a program).
• Payments or SaaS experience.

Benefits

• Health, dental, vision insurance.
• Paid time off.

Pay

• Base salary: $55,000.
• Variable at target: $35,000.
• On‑target earnings (OTE): $90,000.
• Accelerators: 1.25× above target, 1.5× above 125% of target.
• No cap on variable.
• How the variable works: 60% paid on qualified demos held (meetings that actually happen); 40% paid on closed‑won revenue from those demos.
• Full variable guaranteed in month 1 and half‑guaranteed in month 2 while you ramp.

Schedule

In‑office, on‑site work required at the Fairfax, VA location.