What are the responsibilities and job description for the Sales Development Rep position at Global Payments Inc.?
Description Pipeline Generation & Prospecting
- Proactively identify, research, and engage enterprise-level prospects across QSR, Fast Casual, Sports & Entertainment, and Food Service Management verticals.
- Conduct outbound outreach via email, phone, LinkedIn, and event-driven campaigns to build awareness and interest in our platform.
- Execute highly personalized outreach that demonstrates understanding of industry operational challenges (speed of service, labor constraints, order accuracy, kitchen throughput, multi-location management, integration complexity).
- Manage inbound leads from marketing campaigns and qualify prospects through discovery conversations.
- Conduct initial qualification calls focused on uncovering operational, technical, and strategic needs.
- Identify pain points related to POS modernization, digital transformation, menu management, kitchen operations, data visibility, and multi-location control.
- Assess readiness, decision makers, buying processes, timeline, and budget alignment using MEDDICC or similar methodologies.
- Set high-quality meetings and product demonstrations for Enterprise Account Executives.
- Partner closely with Enterprise AEs to execute targeted account strategies and support multi-threaded engagement.
- Work with Marketing to shape messaging, industry-specific campaigns, and event follow-up workflows.
- Provide real-time feedback on prospect objections, market trends, and competitive intelligence.
- Maintain precise CRM hygiene (Salesforce or similar).
- Utilize sales engagement and data tools (Outreach, Apollo, ZoomInfo, LinkedIn Sales Navigator) to maximize contact velocity and personalization.
- Track activity metrics, pipeline creation, conversion rates, and account-based campaign performance.
- 1–3 years of SDR/BDR experience, preferably in SaaS, enterprise technology, or restaurant/hospitality tech.
- Strong understanding of enterprise buying cycles and multi-stakeholder environments.
- Exceptional verbal, written, and presentation communication skills.
- Ability to conduct structured discovery and articulate value around operational efficiencies, digital transformation, and guest experience.
- Comfortable working in long sales cycles (12–24 months) and contributing to account-based strategies.
- Highly organized, self-driven, and able to manage high-volume prospecting while maintaining quality.
- Experience prospecting into QSR, Fast Casual, or enterprise restaurant brands OR Sports & Entertainment or Food Service Management (B&I, Healthcare, Higher Ed).
- Knowledge of POS systems, digital menu technology, kitchen automation tools, or similar operational technology platforms.
- Familiarity with MEDDICC, Challenger, or value-based selling principles.