Overview
You're calling and emailing owners and marketing managers at multi-location businesses across the US—restaurants, dental practices, auto dealerships, property management companies—to book demos for Birdeye's reputation management platform. You work night shifts from India (6:30/7:30 PM to 3:30/4:30 AM IST) to align with US time zones. Your goal is to book qualified meetings, not to sell the product yourself.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Outbound BDR - meeting booking only |
| Sales Motion | Outbound-heavy (cold calling, email sequences) |
| Deal Complexity | Transactional to consultative (you're not closing deals) |
| Sales Cycle | N/A - you book meetings, AEs run the sales cycle |
| Deal Size | N/A - but likely $5K-30K ACV based on SMB multi-location market |
| Quota (est.) | 15-25 qualified meetings/month (industry standard for this motion) |
Company Context
Stage: Late-stage (1400+ employees, mature product)
Size: 1419 employees
Growth: Expanding India BDR team with hiring drive, suggesting active growth
Market Position: Established player in reputation management/local marketing for multi-location businesses - competing in a crowded space with Podium, Reputation.com, Yext, ReviewTrackers
GTM Reality
Pipeline Sources:
- 90%+ Outbound - you're cold prospecting into target accounts, not working warm leads
- Some inbound flows to AEs directly, but BDRs are doing cold outreach
- Likely some partner leads (agencies, consultants) but not your focus
SDR/AE Structure: You book meetings and hand them to dedicated AEs who run the sales cycle. Clean handoff - you're not involved post-meeting.
SE Support: Not relevant for BDR role - AEs handle demos with or without SEs.
Competitive Landscape
Main Competitors: Podium (SMS/reviews focus), Reputation.com (enterprise reputation management), Yext (listings/local SEO), ReviewTrackers, Grade.us, Trustpilot
How They Differentiate: AI-powered automation for reviews, social media, listings across multiple locations. Positioning as all-in-one platform vs point solutions.
Common Objections:
- "We already use Google My Business/Yelp for free"
- "Too expensive for what it does"
- "We don't have time to manage another platform"
- "Our locations won't use it consistently"
Win Themes: Consolidates multiple tools (reviews, listings, social, reputation), automation saves time vs manual management, helps franchises/multi-location brands scale local marketing
What You'll Actually Do
Time Breakdown
Cold Calling (50%) | Email/LinkedIn (30%) | Admin/CRM (20%)
Key Activities
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Cold Calling: You make 60-80 calls per day to owners, GMs, marketing managers at restaurant groups, dental practices, auto dealers, etc. Most calls go to voicemail. You're trying to catch someone between the lunch/dinner rush or during office hours. You leave voicemails and move on.
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Email Sequences: You send personalized emails to prospects who didn't pick up, referencing their locations, reviews, or local search presence. You're following up 4-6 times over 2-3 weeks. Response rates are low (2-5%).
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Research & List Building: You spend time identifying target accounts in your territory (likely specific verticals or regions), finding the right contact, checking their current review presence, and personalizing your approach.
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CRM Hygiene: You log every call, email, and outcome in Salesforce or HubSpot. AEs will see your notes when they take the meeting, so you document pain points, objections, and context. This takes 15-20 minutes per qualified meeting booked.
The Honest Reality
What's Hard
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Night shift grind: You're working while most of India is asleep (6:30 PM-4:30 AM). Social life takes a hit. You need discipline to maintain sleep schedule.
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High rejection rate: Most calls don't connect. When they do, most people say "not interested" or "send me info" (which usually means no). You book maybe 1 meeting per 100-150 dials. You hear a lot of hang-ups.
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Repetitive conversations: You're saying the same pitch 60-80 times per day. Restaurant owners all have similar objections. It gets monotonous. You need to stay sharp even when it feels like Groundhog Day.
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Gatekeepers and voicemail: Receptionists block you. Voicemails rarely get returned. Finding the decision-maker's direct line or cell is half the battle.
What Success Looks Like
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Hitting your meeting quota consistently: Booking 15-25 qualified meetings per month that actually show up and are truly decision-makers (not tire-kickers).
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High show rate: If your meetings have 70%+ show rates and AEs aren't rejecting them as unqualified, you're doing it right.
Who You're Selling To
Primary Buyers:
- Owners/GMs of multi-location businesses (3-50 locations typically)
- Marketing Directors at franchise brands
- Operations managers responsible for brand consistency
What They Care About:
- Getting more positive reviews and managing negative ones across all locations
- Showing up in local Google searches for each location
- Saving time vs manually managing reputation at scale
- Proving ROI to franchisees or location managers
- Consolidating tools (often using 3-4 different platforms for reviews, social, listings)
Requirements
- 2-4 years of outbound BDR/SDR experience in B2B SaaS (not negotiable - they want proven cold callers)
- Prior experience selling to or supporting US customers (you need to understand US business culture, accents, objections)
- Comfortable working night shift (6:30 PM-4:30 AM IST) - this is mandatory for US time zone coverage
- High activity tolerance - you need to make 60-80+ calls/day and not get demotivated by rejection
- Strong English communication skills (clear, confident phone presence)
- CRM proficiency (Salesforce or HubSpot) for logging activity and pipeline management