Sales Development Representative

About the Role Actabl is building the next evolution of its go-to-market motion, Account-Based Engagement, where aligned pods of Account Executives, Account Managers, and Customer Success Managers work the full Actabl platform together. The Sales Development Representative is the front edge of that motion. This is an outbound-first role. You will prospect into hospitality operators, run signal-driven plays in coordination with RevOps, and qualify inbound demand, making sure the right opportunities reach the right pod with the context needed to close. You sit inside the Technical Sales function, directly supporting AE and AM pods across all four Actabl products: Hotel Effectiveness, ProfitSword, Alice, and Transcendent. This is not a waiting-for-leads role. The expectation is that you are creating pipeline. What You'll Do Outbound Prospecting Pipeline Generation (Primary) Build and execute outbound sequences targeting hotel operators, ownership groups, and management companies across Actabl's four product lines Run signal-driven outbound plays in coordination with RevOps and Marketing, including deactivated user tracking, job change monitoring, and Clay workflow execution Identify re-engagement opportunities from closed-lost and dormant accounts; surface to the appropriate AE or AM pod with a documented rationale Prospect into ABE whitespace within defined pod territories, prioritizing accounts with multi-product expansion potential Maintain a disciplined outreach cadence across phone, email, and LinkedIn -- volume with intent, not spray-and-pray Inbound Qualification Routing Qualify inbound demo requests routed through the sales intake model and produce a clean handoff summary for the receiving AE or AM Triage and manage the sales inbox, ensuring no qualified lead goes unrouted or dark Route opportunities accurately to the correct pod within defined SLA windows Documentation Process Document workflows as you build them Flag routing gaps, intake failures, and process breakdowns to manager within 24 hours of identification Maintain accurate CRM records in Salesforce -- every prospect interaction logged, every handoff clean What We're Looking For Required Experience 1-3 years in a customer-facing role: inside sales, SDR, hospitality operations, SaaS support, or similar Track record of running outbound sequences and owning a pipeline number Comfortable running qualifying conversations on the phone -- a consultative opener, not a script reader Strong written communication; can produce a clean handoff summary and a process doc without hand-holding Organized and self-directed under a multi-queue workload, both outbound and inbound Proficiency with CRM tools (Salesforce and/or HubSpot); baseline literacy required, depth developed on the job Strongly Preferred Hospitality industry experience: property operations, front office, FB management, revenue management, or ops coordinator background all count Familiarity with sales engagement tools (Gong, Apollo, Outreach, or similar) Experience executing signal-based outbound Exposure to multi-product SaaS environments or a land-and-expand sales motion Communication Presentation Skills Exceptional ability to present complex technical concepts clearly to both technical and executive audiences Clear and confident verbal communicator -- able to open a cold conversation, run an intro call, and hold the room with a stakeholder present Proven consultative discovery skills: asking great questions, uncovering hidden needs, and connecting solutions to business outcomes Confident handling objections and competitive situations Key Competencies Outbound Instinct: Builds a prospecting hypothesis, finds the right contact, opens a conversation that earns the next one. Does not confuse activity with progress. Qualification Discipline: Asks the right questions quickly, identifies fit or no-fit without wasting AE time, and produces handoffs that move deals forward rather th ... (truncated, view full listing at source)