Sales Development Representative (SDR) — California, USA

OBRYN GUARD Inc. supports hospitality organizations in managing cyber risk, strengthening compliance readiness, and improving audit preparedness. The company is seeking a Sales Development Representative to research and engage hospitality decision-makers, qualify prospects, book qualified meetings, and support pipeline development through professional outbound prospecting and disciplined CRM management.

Responsibilities:

• Research and identify qualified hotel ownership groups, operators, management companies, independent hotels, boutique properties, and hospitality organizations
• Identify and engage relevant decision-makers, including hotel owners, executives, General Managers, operational leaders, IT stakeholders, finance leaders, and other appropriate contacts
• Conduct structured outbound prospecting through phone, email, LinkedIn, CRM platforms, and other approved sales channels
• Initiate professional conversations with hospitality executives and decision-makers regarding cybersecurity, compliance readiness, operational risk, and related business challenges
• Qualify prospects based on organizational fit, property profile, decision-making authority, cybersecurity concerns, compliance requirements, insurance-related considerations, business priorities, and level of interest
• Book qualified discovery calls and sales meetings for Account Executives or company leadership
• Build and maintain a consistent pipeline of qualified hospitality prospects
• Communicate the OBRYN GUARD™ value proposition clearly, professionally, and accurately at the appropriate level
• Follow approved messaging, outreach sequences, scripts, qualification standards, and internal sales processes
• Maintain accurate CRM records covering prospect activity, contact information, qualification details, objections, follow-ups, meeting notes, and pipeline progression
• Execute consistent follow-up to improve response rates, meeting conversion, and opportunity development
• Provide Account Executives with relevant prospect context before scheduled discovery meetings
• Support clean internal handoffs between Sales Development, Account Executives, leadership, and relevant internal teams
• Escalate detailed questions involving cybersecurity, PCI DSS, SOC 2, ISO 27001, NIST, cyber insurance, legal matters, platform functionality, or technical implementation to the appropriate internal specialist
• Avoid making unsupported claims, guarantees, certifications, or technical representations outside the scope of the SDR role
• Represent OBRYN GUARD™ with a high level of professionalism, confidentiality, accuracy, and executive-level communication
• Consistently contribute to qualified pipeline creation and the company's broader growth objectives

Requirements:

• Strong verbal and written communication skills with the ability to establish credibility and build trust quickly
• Comfortable working in a commission-based, performance-driven sales environment
• Demonstrated comfort with outbound calling, professional email outreach, LinkedIn prospecting, objection handling, and consistent follow-up
• Strong organizational ability with the discipline to manage multiple accounts, prospects, outreach sequences, deadlines, and follow-up requirements simultaneously
• Ability to communicate complex services in a clear and concise manner without overcomplicating or overpromising
• Strong prospect research skills and the ability to identify appropriate companies, ownership groups, decision-makers, and business opportunities
• Ability to work independently in a remote environment while collaborating effectively with Account Executives, leadership, client-facing teams, technical advisors, and security professionals
• High attention to detail and commitment to accurate CRM documentation
• Professional judgment and willingness to escalate technical, cybersecurity, compliance, or legal questions instead of providing unsupported answers
• Experience using CRM systems, sales engagement platforms, lead-generation tools, prospecting software, email outreach platforms, or LinkedIn-based sales tools
• Comfortable communicating with owners, executives, General Managers, Directors, VPs, and other senior decision-makers
• Strong professionalism, confidentiality, reliability, and personal accountability
• Prospecting hotel owners, General Managers, executives, operators, ownership groups, management companies, or hospitality organizations
• SDR, BDR, outbound sales, appointment setting, inside sales, lead generation, or business development
• SaaS, cybersecurity, compliance, GRC, professional services, consulting, insurance-related services, or other complex B2B solutions
• Working with frameworks or concepts related to PCI DSS, SOC 2, ISO 27001, NIST, cyber insurance, vendor risk, phishing, access control, incident response, or operational cybersecurity
• Building prospect lists and conducting structured account research
• Booking qualified meetings for Account Executives
• Working with platforms such as Salesforce, HubSpot, Apollo, ZoomInfo, LinkedIn Sales Navigator, Outreach, Salesloft, or similar tools
• Maintaining accurate sales pipelines and documenting prospect activity consistently
• Supporting formal handoffs between SDRs and Account Executives
• Working in an early-stage company, SaaS organization, cybersecurity business, compliance firm, professional-services company, or hospitality-focused organization
• Experience in one or more of the following areas is preferred:
• Sales Development, Business Development, B2B Sales, SaaS, Cybersecurity, Compliance, Hospitality, Lead Generation, Appointment Setting, Professional Services, or Client-Facing Sales
• Bachelor's degree in Business, Marketing, Communications, Hospitality, Information Systems, Cybersecurity, or a related field is preferred but not required