Sales Development Representative

Overview

You make cold calls to independent hotel owners and small hotel chain operators to book demos for RoomPriceGenie's revenue management software. You'll call 60-80 hotels per day, working through lists of properties that could benefit from dynamic pricing. Most calls go to voicemail or get screened by front desk staff.

Role Snapshot

Company Context

Stage: Growth stage (Series A/B estimated based on awards and hiring)

Size: Growing team, actively hiring SDRs

Growth: #1 on HotelTechReport, voted best place to work - momentum signals

Market Position: Category leader in SMB hotel revenue management

GTM Reality

Pipeline Sources:

• 80% Outbound - cold calling hotel lists, LinkedIn outreach to property managers
• 15% Inbound - some leads from website, HotelTechReport traffic
• 5% Referrals - existing customers referring other hoteliers

SDR/AE Structure: Dedicated SDRs book demos, AEs close. Clear handoff.

SE Support: None at this stage. AEs handle all product demos.

Competitive Landscape

Main Competitors: Other hotel revenue management systems (IDeaS, Duetto, RevPar Guru), manual pricing in Excel

How They Differentiate: Ease of use for independent hotels, price point for SMB market, #1 ratings

Common Objections: "We do pricing in-house," "Too expensive," "Not sure we need this," "Call back in 6 months"

Win Themes: Easy implementation, proven ROI, designed for independents not big chains

What You'll Actually Do

Time Breakdown

Cold Calling (60%) | Follow-ups (20%) | List Building/Research (10%) | Internal (10%)

Key Activities

• Dial 60-80 hotels daily: Work through lists of independent hotels and small chains. Most calls go to front desk, you ask for the owner/GM. Many screen you out.
• Leave voicemails and send follow-up emails: When you can't reach decision-makers (most of the time), you leave messages and email. Response rate is low.
• Book qualified demos: When you get a GM or owner on the phone, do quick discovery. Is their pricing manual? Do they have 20+ rooms? Book a 30-min demo for an AE.
• Update CRM constantly: Log every call, every outcome, every next step. Your manager reviews activity metrics daily.
• Weekly team calls: Review what's working, listen to call recordings, get coached on objection handling.

The Honest Reality

What's Hard

• Hospitality is a tough industry to reach. GMs are on property dealing with guest issues, not answering sales calls.
• Front desk staff are trained to screen vendors. You'll hear "send information to our email" constantly.
• Many independent hotels are price-sensitive and skeptical of software subscriptions.
• The work is repetitive. You're having the same conversation 60-80 times a day.
• Your manager watches call volume closely. If you're not hitting 60+ dials, you'll hear about it.
• Time zones matter if selling globally - you might work odd hours to catch hotels in other regions.

What Success Looks Like

• You book 15-20 demos per week that show up and are actually qualified
• You maintain 60-80+ calls per day consistently
• Your demos convert to opportunities at 40%+ (means you qualified well)
• You get comfortable handling the same objections without sounding like a robot

Who You're Selling To

Primary Buyers:

• General Managers of independent hotels (20-100 rooms)
• Owners of small hotel chains (3-10 properties)
• Revenue managers at boutique hotel groups

What They Care About:

• Increasing RevPAR without adding work
• Easy to implement (small teams, no IT staff)
• Clear ROI - will this pay for itself?
• Not disrupting current operations
• Support and training (hospitality not tech-savvy)

Requirements

• 1-3 years outbound SDR experience (they specified this in post)
• Comfortable making 60-80+ calls per day
• Thick skin for rejection and gatekeepers
• Persistent follow-up without being annoying
• Global remote role - need reliable internet for phone/video
• Self-motivated (remote team, less oversight)