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Sales Development Representative

The On Demand Company
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TODC IS HIRING!!!!

Enterprise Sales Development Representative (ESDR)

Remote – California Residents Only. Exceptional candidates located within the Pacific Time Zone may be considered.

 

About Us:

We are an AI-powered marketing firm that helps Enterprise QSR franchisees maximize revenue on third-party delivery platforms, including DoorDash and Uber Eats. Our proprietary technology optimizes promotions, and visibility— driving incremental, profitable growth & giving franchise operators a competitive edge in the rapidly growing delivery space.

 

About the Role:

The Enterprise Sales Development Representative (ESDR) plays a critical role in driving revenue growth by identifying, engaging, and qualifying opportunities within the restaurant franchise industry. Through strategic prospecting, inbound lead qualification, and industry networking, the ESDR builds pipeline and creates opportunities for the sales team.

 

This role is designed for ambitious sales professionals who are eager to develop their skills, learn the business, and grow into a full-cycle SMB Account Executive position. The ideal candidate is highly motivated, business-minded, comfortable leveraging technology and AI tools, and thrives in a fast-paced, results-driven environment.

 

Essential Duties and Responsibilities

Prospecting & Pipeline Development

  • Identify and engage Enterprise QSR franchise owners, operators, and decision-makers through outbound prospecting efforts.
  • Conduct cold calling, email outreach, LinkedIn engagement, and multi-touch sales campaigns.
  • Build targeted prospect lists using franchise ownership data, industry research, and account-based strategies.
  • Generate qualified meetings and sales opportunities for the sales team.

Lead Qualification

  • Qualify inbound leads generated through marketing campaigns, website inquiries, referrals, and industry events.
  • Evaluate prospect fit, business needs, and sales readiness.
  • Route qualified opportunities through the sales process efficiently.

Industry Networking & Events

  • Represent the company at franchise conferences, trade shows, and industry events.
  • Develop relationships with franchise operators and ownership groups.
  • Build market awareness and support brand growth within the restaurant franchise community.

Sales & Business Acumen

  • Clearly communicate the business value of AI-powered delivery optimization solutions.
  • Translate technical concepts into measurable business outcomes such as:
  • Revenue Growth
  • ROI
  • Operational Efficiency
  • Profitability
  • Stay informed on:
  • AI technologies, Restaurant industry trends, DoorDash and Uber Eats platform updates, and Competitive market developments

CRM & Administrative Responsibilities

  • Maintain accurate records of prospect interactions and sales activities.
  • Track pipeline development and performance metrics within CRM platforms.
  • Support continuous improvement of messaging, campaigns, and sales processes.

 

Success Metrics

  • Success in this role may be measured through:
  • Qualified Meetings Booked
  • Pipeline Generated
  • Opportunity Conversion Rate
  • Outbound Activity Volume
  • CRM Data Quality
  • Conference/Event Lead Generation
  • Revenue Influence

 

Qualifications

Required:

  • 1–3 years of experience in sales development, inside sales, or business development.
  • Proven track record of meeting or exceeding outreach and pipeline generation targets.
  • Experience using a CRM to manage leads, contacts, and sales activity.
  • Strong written and verbal communication skills with a consultative, relationship-first approach.
  • Proficiency with G-Suite (Gmail, Sheets, Docs, Slides) and comfort working with AI-powered tools.
  • Self-motivated and highly organized, with the discipline to thrive in a fully remote environment.
  • Willingness to travel to conferences and industry events as needed.

Preferred:

  • Experience in the franchise, QSR (quick-service restaurant), or food-service industry.
  • Familiarity with QSR franchise structure, Business Units, and operator networks.
  • Understanding of third-party delivery platforms (DoorDash, Uber Eats) and their business models.
  • Experience with sales engagement tools such as Apollo, Outreach, or LinkedIn Sales Navigator.

 

Who You Are

  • A self-starter who takes ownership, works independently, and doesn’t wait to be told what to do next.
  • Articulate and polished—you communicate with clarity and confidence on calls, in emails, and in person at events.
  • Business-minded with the ability to quickly grasp financial concepts like ROI, unit economics, and P&L impact so you can speak the language of franchise owners.
  • AI-proficient and genuinely curious about how artificial intelligence is reshaping business—you use AI tools in your own workflow and can speak to their value.
  • Ambitious and growth-oriented, with a clear desire to transition into a full-cycle SMB sales role within the organization.
  • Someone with presence—you command a room at a conference booth just as well as you hold attention on a cold call.

 

Growth Opportunity

  • This role is intentionally designed as a career development pathway into an SMB Account Executive position. High-performing ESDRs will receive opportunities to:
  • Participate in sales presentations and demos
  • Develop closing skills
  • Manage portions of the sales cycle
  • Build strategic account relationships
  • Advance into quota-carrying sales positions

 

What We Offer:

  • Competitive base salary of $40,000–$55,000 plus uncapped commission (OTE: $70,000–$85,000+)
  • Fully remote work environment
  • Clear career path from SDR to SMB Account Executive with full closing responsibilities
  • Ongoing sales training, coaching, and mentorship
  • Conference and event opportunities to expand your network and industry expertise
  • The opportunity to work at the intersection of AI and one of the world's most recognized franchise brands
  • A collaborative, high-performance culture that rewards initiative, growth, and results

 

Benefits & Perks

  • Competitive base salary plus uncapped commission
  • Fully remote work environment
  • Medical, Dental, and Vision Insurance
  • Company-paid Life Insurance and Long-Term Disability coverage
  • 401(k) with company match
  • Paid Time Off (PTO) and Paid Sick Time
  • Paid Birthday Off
  • 10+ Company Holidays
  • Employee Referral Bonus Program
  • Service Anniversary Awards
  • Performance-Based Merit Increase Program
  • Ongoing sales training, coaching, and professional development
  • Conference and event opportunities
  • Clear career path from SDR to SMB Account Executive with full closing responsibilities
  • Opportunity to work at the intersection of AI and one of the world's most recognized franchise brands

 

Location Requirement: This position is open only to candidates who currently reside in California. Due to business and employment compliance requirements, applicants must be located within the state of California at the time of hire.

 

Why Join TODC?

At TODC, culture isn't just a buzzword—it's one of the things we're most proud of. We believe in collaboration over competition, supporting one another, celebrating successes, and having fun along the way. From recognition programs and team celebrations to Wellness Wednesdays, Donut Chats, and other employee engagement events, we've built a culture where people feel connected, valued, and empowered to grow.

 

You'll join a team of driven, genuine people who care about their work, their teammates, and our clients. Combined with ongoing development, career growth opportunities, and a clear path for advancement, TODC is a place where you can do great work and enjoy who you do it with.