Actabl Sales Development Representative

Actabl is building the next evolution of its go-to-market motion, Account-Based Engagement, and they are seeking a Sales Development Representative to support this initiative. The role involves outbound prospecting, pipeline generation, and qualifying inbound leads to ensure that opportunities are effectively routed to the appropriate teams.

Responsibilities:

• Build and execute outbound sequences targeting hotel operators, ownership groups, and management companies across Actabl's four product lines
• Run signal-driven outbound plays in coordination with RevOps and Marketing, including deactivated user tracking, job change monitoring, and Clay workflow execution
• Identify re-engagement opportunities from closed-lost and dormant accounts; surface to the appropriate AE or AM pod with a documented rationale
• Prospect into ABE whitespace within defined pod territories, prioritizing accounts with multi-product expansion potential
• Maintain a disciplined outreach cadence across phone, email, and LinkedIn -- volume with intent, not spray-and-pray
• Qualify inbound demo requests routed through the sales intake model and produce a clean handoff summary for the receiving AE or AM
• Triage and manage the sales inbox, ensuring no qualified lead goes unrouted or dark
• Route opportunities accurately to the correct pod within defined SLA windows
• Document workflows as you build them
• Flag routing gaps, intake failures, and process breakdowns to manager within 24 hours of identification
• Maintain accurate CRM records in Salesforce -- every prospect interaction logged, every handoff clean

Requirements:

• 1-3 years in a customer-facing role: inside sales, SDR, hospitality operations, SaaS support, or similar
• Track record of running outbound sequences and owning a pipeline number
• Comfortable running qualifying conversations on the phone -- a consultative opener, not a script reader
• Strong written communication; can produce a clean handoff summary and a process doc without hand-holding
• Organized and self-directed under a multi-queue workload, both outbound and inbound
• Proficiency with CRM tools (Salesforce and/or HubSpot); baseline literacy required, depth developed on the job
• Exceptional ability to present complex technical concepts clearly to both technical and executive audiences
• Clear and confident verbal communicator -- able to open a cold conversation, run an intro call, and hold the room with a stakeholder present
• Proven consultative discovery skills: asking great questions, uncovering hidden needs, and connecting solutions to business outcomes
• Confident handling objections and competitive situations
• Outbound Instinct: Builds a prospecting hypothesis, finds the right contact, opens a conversation that earns the next one. Does not confuse activity with progress
• Qualification Discipline: Asks the right questions quickly, identifies fit or no-fit without wasting AE time, and produces handoffs that move deals forward rather than stall them
• Routing Accuracy: Understands the pod structure and ABE model. Gets the right opportunity to the right person with the right context, every time
• Hospitality Fluency: Can hold a credible first conversation with a hotel GM, ops director, or ownership group contact. Knows which Actabl product maps to which operational pain point
• Process Ownership: Follows the intake model, documents gaps, and flags breakdowns early. Leaves every workflow more legible than they found it
• Coachability: Implements feedback in the next interaction. Asks clarifying questions. Receives direction without defensiveness and shows the adjustment
• Hospitality industry experience: property operations, front office, F&B management, revenue management, or ops coordinator background all count
• Familiarity with sales engagement tools (Gong, Apollo, Outreach, or similar)
• Experience executing signal-based outbound
• Exposure to multi-product SaaS environments or a land-and-expand sales motion