Sales Development Representative

At MarginEdge [me], we know that the key to growth is in a high-performing sales team. That’s why we’re looking for a rock-star Sales Development Representative (SDR) to focus on finding and qualifying potential customers who can benefit from our restaurant management software.

We Offer Three Primary Shift Options

• In-Office (4+ days/week, Arlington, VA): Monday–Friday, 9:00 AM – 5:00 PM EST
• Hybrid (4+ days/week, Arlington, VA): Wednesday–Sunday, 9:00 AM – 5:00 PM EST
• Fully Remote (West Coast): Monday–Friday, 9:00 AM – 5:00 PM PST

Note: The Fully Remote option is available only to candidates located outside the DC Metro Area (DMV).

As the first MarginEdge face our prospects meet, we’re looking for someone who can effectively communicate our value proposition and deeply understands (and improves!) our sales process. The right candidate will be a titan team player and excels at researching leads, starting new relationships, and setting our Account Executives up for success. You should also be a quick learner with strong communication skills (this is a sales role after all), and have the ability to showcase our value to restaurants in a compelling way. A successful person in this role will have deep empathy for restaurant folks, while recognizing every prospect is an opportunity to boost top-line revenue growth, customer acquisition levels, and profitability.

MarginEdge: Where hospitality meets technology As a team built by former (and current!) restaurant operators, our mission is to bring operators the same energy, attention to detail, and passion that they bring to their guests. Our culture is deeply rooted in service, partially because that’s where so many of our team come from (including everyone on our Business Development team), but also because we believe it is just the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant, and the goal of making the magic just a little easier for operators by taking the complex (read: very annoying) back office tasks off their plate, while empowering them with real-time data.

Our founders share a deep history in both owning and operating restaurants and in building successful tech companies. We are venture-backed and serve 10,000+ restaurants across the US and Canada.

We enable restaurants to make magic while knowing we are doing the same for them.

We have the utmost respect for our clients and because of this, we are unable to hire their current employees.

What type of responsibilities will I have?

• Represent MarginEdge in a positive, consultative manner to restaurant decision makers and prospects.
• Understand and authentically communicate why restaurants can benefit from our solution (No one likes a pushy salesperson, least of all hospitality folks who can smell bull**** a mile away.).
• Generate leads and build initial relationships through efficient targeting and outreach efforts.
• Manage and maintain a pipeline of interested prospects and engage sales executives to take the next step with a formal discovery meeting.
• Cold calling, Use of SalesForce, Outreach and email to generate new sales opportunities.
• Identify quality restaurant prospects and make 50+ phone calls per day.
• Build long-term, trusting relationships with prospects to qualify leads as sales opportunities.
• Proactively seek new business opportunities in the market.
• Schedule meetings between prospective customers and sales executives.
• Report to Sales Development Team Lead with weekly, monthly, and quarterly results.
• Be available to work occasional weekend days (1x per month) to support team goals and outreach efforts.

What qualifications or skills are required?

• Previous restaurant leadership experience (GM, AGM, or similar), with a strong understanding of how restaurants make money
• Strong phone and email communication skills.
• Active listener
• Growth Mindset - constant learners thrive in this role
• Proven creative problem-solving approach and strong analytical skills
• Strong desire and ability to move up within a sales organization (aka: become a full-cycle sales representative)
• Ability to stay positive, resilient, and flexible (we are a startup after all, so rapid change goes hand-in-hand with rapid growth!)
• A desire to help restaurants succeed and believe in how MarginEdge can help them do just that
• Comfortable using software regularly (G Suite, restaurant management platforms, CRMs, etc.) and able to quickly learn new tools
• Ability to work alternative schedules and rotating weekends as needed.

Nice To Haves

• 1+ years of BDR/SDR experience, with a history of exceeding lead targets.
• Proficiency with Salesforce or other CRM tool.

What’s it like to work for MarginEdge? Imagine the fun of a great restaurant - surrounded by a team of people (including some that you help to manage!) who care about hospitality, care about quality, and care about each other - then subtract the long nights, weekends, drunk customers at the bar...et voila, MarginEdge!

We work hard, we work fast and we fuel our work with a commitment of transparency from leadership, straight talk and trust between teams. We believe that the best people do their best work when they feel empowered - so whether you are remote or in our office (likely eating a catered lunch from our clients in our baller, brand new penthouse HQ in Ballston) you get to work with your manager to call your shot on what works best for you. Did we mention it has a full commercial kitchen and is walking distance (covered walking, that is) from the metro?

Benefits (Shut The Front Door, They Are Amazing) In order to fuel this rocket ship, we need to build a team as passionate about our work and product as we are. We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We do this by offering a suite of kick ass benefits not only to be competitive and catch the eye of super smart people (that’s you again!) but also provide the foundation for a career you love and a life outside of work you love just as much.

• Unlimited Paid Time Off (and we mean it, we encourage your healthy work life balance!)
• Medical, Dental, Vision, and Short/Long-Term Disability Insurance (preventative care for the win)
• Health Savings Account with employer match (dependent upon your medical plan selection)
• Commuter benefits with employer contribution (excluding limos and helos - for now)
• Generous Life Insurance Plan
• Short- and Long-term Disability
• Company-Paid Holidays
• 401(k) and matching
• Stock Options to buy into everything we are doing to support this industry
• 12-week fully Paid Parental Leave
• Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!)
• A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes.

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor . Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022 and 2023! And most important, what our customers think about our work on Capterra and G2 Crowd. Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.

As a team built by former (and current!) restaurant operators, our goal to bring our clients the same energy, attention to detail and passion that they give their guests. Our culture is deeply rooted in service—partially because that’s where we came from but also because we believe it's the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant.

Our dream is to make the magic just a little easier for operators and their teams. We believe in crazy things like knowing how much waste your kitchen is producing and what your total spend is during the period. Solving these kinds of problems is really freaking hard to do, which is why we develop cutting-edge technology that answers these questions with data science.