Job Summary:

The Sales Development Representative (SDR) plays a critical role in generating qualified sales opportunities and filling the top of the sales funnel within a defined territory in the Eastern and Central Time Zones supporting Canteen. This role focuses on outbound prospecting, utilizing research, strategic outreach, and personalized messaging to schedule meetings for our outside sales team. The SDR partners closely with sales and marketing to identify targets, engage prospects, and drive pipeline growth through persistence and relevance. 

 

The ideal candidate will have a hospitality background (hotels, conventions, corporate travel, etc.) who understands business needs and operational complexity.
 

More importantly, the candidate should have excellent communication skills with strong executive presence along with drive, coachability, resilience, and accountability. The right person will be commercially minded and comfortable in a fast-paced, performance-driven environment.

ROLE & RESPONSIBILITIES:

• Own the top of the funnel by identifying, engaging, and qualifying prospective clients through strategic, multi-channel outbound outreach (phone, email, social media, etc.).
• Partner with Regional Sales Directors to align on territory strategy, build target lists, and secure high-quality meetings with decision-makers.
• Conduct thorough research on organizations and contacts to personalize outreach and position Compass Group’s value effectively.
• Utilize CRM and sales tools to manage workflows, track performance, and maintain clean, up-to-date data on all activities and opportunities.
• Leverage marketing assets and collaborate with creative teams to craft compelling messaging tailored to prospect needs and industry trends.
• Analyze campaign and outreach performance to adjust strategies, improve results, and share actionable insights with team members.
• Stay informed on market shifts, industry updates, and competitor positioning to enhance messaging and improve prospect engagement.
• Demonstrate professionalism, persistence, and adaptability in all interactions—balancing high activity levels with thoughtful, personalized execution.
• Exceed activity and conversion targets by consistently applying sales acumen, curiosity, and critical thinking to drive pipeline growth.
   

CORE COMPETENCIES:

• Effective Communication (both internally and externally), Sales Acumen, Resilience, Adaptability, Collaboration, Pipeline Management, Ethical Judgement and
  Integrity, Self-Discipline, Results-Driven (consistently achieving and exceeding quota), Initiative, Persistence, Curiosity, Critical Thinking, Coachability and
  Continuous Learning  

 

KEY SKILLS:
Prospecting, Lead Qualification, Strategic Questioning, Objection Handling, Relevant and Personalized Messaging, Proficiency in CRM and Tech Tool Stack, Active Listening, Organization, Research and Analysis, Persuasive, Time and Priority Management

 

QUALIFICATIONS:

• Bachelor’s degree preferred or equivalent professional experience
• 1–2 years of outbound prospecting or business development experience (preferred)
• Demonstrated success in high-volume outreach environments (phone, email, social, video)
• Proficient with CRM systems and common sales tools 
• Strong written and verbal communication skills
• Organized, self-motivated, and comfortable working remotely
• Confident handling objections and engaging decision-makers
• Quick learner who thrives in a fast-paced, evolving environment