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. This is a hybrid/remote position located at our headquarters in Arlington, VA. The ideal candidate will commute to our brand-new HQ at least 2-3x per week.

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:  A workplace with purpose.   

You know that feeling when you have a mind-blowing experience at a restaurant? It wasn’t really about the food (okay, it was a little about the food) but more about the way you felt. You might not be able to put your finger on what part you liked most, but it was magic and you know you will be back. 

Spoiler - not a single piece of a restaurant experience is an accident and as a team built by former restaurant operators, we know just how freaking hard this is to pull off.  

At MarginEdge our mission is to serve restaurant operators with 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 came from, but also because we believe it is just the right way to run a business. Our software is designed with deep empathy for the complexity of running a restaurant and our mission is to make 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.  

We do this through the development of cutting-edge technology that solves truly (truly) hard problems, data science that can start to answer questions for operators where gut instinct used to be their only tool, and world class service that is an extension of who we are as an organization.     

Our founders share a deep history in both owning and operating restaurants and in building successful tech companies. We are venture-backed, serve 3,000 restaurants and boast a 90 % client retention rate.   

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

• 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
• Identify best practices to refine the company’s lead generation playbook
• Use SalesForce, Groove, cold calling, and email to generate new sales opportunities
• Identify quality restaurant prospects
• 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

• Previous restaurant experience
• Strong phone and email communication skills 
• Proven creative problem-solving approach and strong analytical skills
• Strong desire and ability to move up within a sales organization
• 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

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

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) you get to work with your manager to call your shot on what works best for you.   

And surprising exactly no one, we are obsessed with restaurants so most water cooler talk (virtual or IRL) will probably be about the pasta at our new client’s spot in the city or the burger we just can’t get off our minds from lunch last week. In addition to being so dynamic, we stay grounded in embracing a flat organization with robust opportunities to engage with C-Suite members about any topic you have in mind.     

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    
• 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

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.