Senior Business Development Representative (Senior BDR)

Tillster, headquartered in the USA, is the global leader in digital ordering and customer engagement solutions. For over a decade, we have developed revolutionary self-service, ordering, and payments solutions—across mobile, tablet, online, kiosk, call center, and more—creating personalized interactions based on consumer preferences, language, and currency. Our platform is compatible with 15+ unique POS systems, representing over 90% coverage in multi-unit restaurants. We offer one scalable, enterprise-class solution to create world-class digital engagement.

Our mission and passion are one: empower restaurants and consumers to engage and transact anywhere, anytime, and from any device—one consumer at a time, one order at a time, billions of times over. Together, we are transforming e-commerce in restaurants and driving growth for Tillster and our customers.

About the role

The Senior Business Development Representative (Senior BDR) owns new-business pipeline generation for Tillster's enterprise sales motion: qualifying inbound leads and running proactive outbound prospecting to build qualified pipeline and booked meetings for the enterprise Account Executive team. This role reports directly to Sales leadership and operates with real autonomy—configuring tools, exercising judgment on messaging and targeting strategy, and escalating blockers promptly. "Senior" reflects the level of independent judgment and technical ownership required, not simply tenure.

Responsibilities

• Manage and qualify inbound leads for the enterprise sales team, applying defined scoring and qualification criteria to prioritize and route leads efficiently.
• Independently build, QA, and iterate outbound sequences in Apollo (cold ICP, warm re-engagement, entry-point product), including A/B subject-line testing, without requiring a manager or engineer to diagnose configuration errors.
• Conduct discovery conversations to understand prospect needs, decision-making structure, and timeline, and deliver compelling initial positioning of Tillster's platform.
• Own the quality and deliverability of the outbound program: monitor sending-domain health, personalization accuracy, and quality metrics (connect rate, reply rate, open rate); identify and resolve issues within 24 hours of discovery.
• Collaborate closely with enterprise Account Executives to coordinate handoffs, align on target account strategy, and support pipeline coverage goals.
• Maintain accurate, real-time activity and pipeline records in both Apollo and HubSpot, Tillster's system of record.
• Verify and test HubSpot workflows and Apollo sequences independently; escalate platform-level issues with a clear diagnosis and suggested fix.
• Provide regular, self-generated reporting on activity and pipeline metrics to the hiring manager, flagging risks and opportunities proactively.
• Exercise independent judgment in balancing outreach volume against personalization and relevance; raise and discuss any planned deviation from agreed messaging or targeting strategy.
• Escalate blockers the same day they are identified, with a recommended path forward.
• Produce original, account- and product-specific work product. AI tools may support drafting, but deliverables must reflect independent research, Tillster-specific detail, and the author's own command of the material.

Requirements

• Demonstrate independent, hands-on technical fluency with Apollo and HubSpot; able to build, test, and debug outbound sequences and CRM workflows without step-by-step guidance.
• Understand and apply core email deliverability practices: domain warm-up, sending reputation, list hygiene, personalization at scale, and take ownership of technical outcomes.
• Be a genuine self-starter capable of operating with minimal oversight. This role does not have a dedicated manager layer; the Senior BDR is expected to run day-to-day execution, identify problems, and drive resolution.
• Be highly disciplined with CRM data management and pipeline hygiene in HubSpot; data quality is a non-negotiable standard.
• Demonstrate strong written and verbal communication skills, with the ability to craft compelling, personalized outreach.
• Be coachable and responsive to feedback, while also demonstrating the initiative to act on that feedback without repeated reminders.
• Familiarity with the restaurant, QSR, or hospitality technology landscape is strongly preferred, as is experience selling to or working within franchise or multi-unit operator environments.

Qualifications

• Minimum 2-3 years of experience in a quota-carrying BDR, SDR, or inside sales role, with demonstrated independent attainment against outbound activity and pipeline targets.
• Hands-on experience configuring and troubleshooting a modern sales engagement platform (Apollo strongly preferred; Outreach or Salesloft acceptable).
• Demonstrated experience operating with minimal supervision, such as being the sole or founding BDR on a small team or in an environment without a dedicated BDR manager.
• Experience in or strong familiarity with the restaurant, QSR, hospitality technology, or franchise/multi-unit operator space is strongly preferred.
• Bachelor's degree preferred but not required; demonstrated autonomous performance is weighted more heavily than credential.

Key Performance Metrics

• Outbound activity: calls, emails, sequences initiated, and meetings booked per week/month.
• Outbound quality: connect rate, email open and reply rate, and sequence-level A/B results—tracked as leading indicators alongside volume.
• Qualified pipeline generated and qualified meetings held against the quota ramp defined in the Senior BDR Compensation Plan.
• CRM data quality: completeness and accuracy of HubSpot records, assessed on a rolling basis.
• Ramp milestone completion: proportion of onboarding and MBO milestones completed independently and to standard.

Pay and Benefits

• Base salary range: $85,000–$90,000; OTE up to $115,000, commensurate with experience.
• Equity: All U.S. employees are eligible to participate in the Stock Option Plan.
• Health Benefits: Medical, dental, vision, and FSA benefits for full-time employees and dependents. Additional benefits include Healthcare and Dependent Care reimbursement programs, Employee Assistance Program (EAP), and 24-hour confidential medical counseling services.
• Holidays: 10 paid holidays per calendar year.
• Paid Time Off (PTO): 15 days in the first 12 months of continuous service; 22 days in subsequent years. Eligible part-time employees earn pro-rated PTO.
• Retirement: Eligibility to participate in the 401(k) Plan from the employment start date.
• Education, Learning & Development: College tuition and education assistance programs; LinkedIn Learning courses; and ongoing learning and development opportunities.

Local candidates strongly preferred. No visa sponsorship available.