Senior Business Development Representative

Senior Business Development Representative (Senior BDR)-Hybrid

About Tillster
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 – for 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 platform; one scalable, enterprise class solution – to create world-class digital engagement solutions.

Our mission and passion are one in the same: 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. In doing so, together we are transforming e-commerce in restaurants and make the till grow for Tillster and our customers.

DESCRIPTION

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. There is no dedicated BDR manager layer today, so the Senior BDR is expected to operate with real autonomy: configuring and troubleshooting their own tools, exercising judgment on messaging and targeting strategy, and escalating genuine blockers promptly rather than working around them silently or waiting to be asked. “Senior” in this role's title reflects the level of independent judgment and technical ownership required, not simply tenure.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Outbound & Pipeline Generation

• 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 — such as a broken personalization token or a cold sending domain — within 24 hours of discovery, not weeks.

• Collaborate closely with enterprise Account Executives to coordinate handoffs, align on target account strategy, and support pipeline coverage goals.

CRM & Tooling Ownership (HubSpot & Apollo)

• Maintain accurate, real-time activity and pipeline records in both Apollo and HubSpot, Tillster's system of record.

• Verify, and identify issues while testing HubSpot workflows and Apollo sequences independently; escalate platform-level issues with a clear diagnosis and suggested fix already in hand.

• Provide regular, self-generated reporting on activity and pipeline metrics to the hiring manager, flagging risks and opportunities proactively rather than on request.

Judgment & Autonomy

• Exercise independent judgment in balancing outreach volume against personalization and relevance; raise and discuss any planned deviation from agreed messaging or targeting strategy rather than implementing it unilaterally.

• Escalate blockers the same day they are identified, with a recommended path forward rather than a status update alone.

• Produce original, account- and product-specific work product. AI tools may be used to support drafting, but deliverables (playbooks, sequences, messaging) must reflect independent research and value add, Tillster-specific detail, and the author's own command of the material; not generic or templated output.

ADDITIONAL REQUIREMENTS

• Must 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. Familiarity alone is not sufficient; candidates should expect to demonstrate this directly in the interview process (see below).

• Must understand and apply core email deliverability practices; domain warm-up, sending reputation, list hygiene, personalization at scale, and take ownership of technical outcomes, not just activity volume.

• Must 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 before being told, and drive them to resolution.

• Must be highly disciplined with respect to CRM data management and pipeline hygiene in HubSpot; data quality is a non-negotiable standard in this role.

• Must demonstrate strong written and verbal communication skills, with the ability to craft compelling, personalized outreach.

• Must be coachable and responsive to feedback, while also demonstrating the initiative to act on that feedback without repeated reminders on the same issue.

• 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.

SUPERVISORY RESPONSIBILITIES

None at this time.

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, not as a substitute for it.

• 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, without requiring the hiring manager to rebuild or complete the deliverable.

EDUCATION AND/OR EXPERIENCE

• Minimum 2-3 years of experience in a quota-carrying BDR, SDR, or inside sales role, with demonstrated independent (not team-assisted) 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 equivalent), integrated with a CRM, ideally HubSpot.

• Demonstrated experience operating with minimal supervision, for example as 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.

THE INTERVIEW PROCESS

• Recruiter screen with a Talent Acquisition Specialist.

• Interview with the hiring manager

• Hands-on technical exercise:

• Interview with Sales & Marketing leadership

• Reference check

Pay and Benefits (USA)

• Base salary range of $85,000-$90,000; OTE up to $115,000, commensurate with experience.

• Equity: All employees within the U.S. are eligible to participate in the Stock Option Plan.

• Health Benefits: All full-time, regular employees and their dependents are eligible for medical, dental, vision and FSA benefits. Additional health benefits include Healthcare and Dependent Care reimbursement programs, Employee Assistance Program (“EAP”) and Optum Care 24-hour confidential medical counseling services.

• Holidays: The company observes ten (10) paid holidays per calendar year.

• Paid Time Off (PTO): Full-time, regular employees earn 15 days of PTO in the first 12-months of continuous service, and 22 days in subsequent years. Eligible part-time employees earn pro-rated PTO.

• Retirement: Effective with your employment start date, you will be eligible to participate in the 401(k) Plan.

• Education, Learning & Development: We offer college tuition and education assistance programs; LinkedIn Learning courses; and ongoing learning and development opportunities.

Local Candidates Strongly Preferred
No Visa Sponsorship
Principals only – no Agencies or calls pleaseTillster is proudly an Equal Opportunity Employer

No Visa Sponsorship

Principals only – no Agencies or calls please

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Tillster cares about the safety of all our employees—even those we’ve yet to hire

RECRUITMENT FRAUD WARNING
We want to help you stay safe during your job search. Tillster will never:

• Request personal/financial information during recruitment

• Require payment or fees

• Ask for sensitive PII before a formal job offer

• Collect information via email or phone (only through secure channels)

• Extend offers without in-person or virtual interviews

Red flags: All official communications come from @tillster.com addresses only
Suspicious activity? Report immediately to Tillster HR, Legal, or Cyber Security teams.

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