Business Development Manager

Manager, Business Development Representatives (Player-Coach)

Upserve

Location:

Remote (U.S.) or Indianapolis, IN

This role reports to the CRO.

About Upserve

Upserve is rebuilding the restaurant POS platform for independent full-service restaurants.

Restaurants today are navigating rising labor costs, staffing shortages, operational complexity, and increasing pressure from fragmented technology systems. Generic retail POS systems are not built for the realities of hospitality operations.

Upserve helps independent restaurants improve service, increase revenue per table, and run more efficient operations through restaurant-native POS, payments, reporting, guest intelligence, and operational workflows designed specifically for hospitality.

We are rebuilding our go-to-market organization with a focus on:

• operational discipline,
• scalable pipeline generation,
• measurable sales execution,
• and high-performance team culture.

The Role

Upserve is seeking a

Manager, Business Development Representatives (Player-Coach)

to help build and scale the company’s outbound and inbound pipeline generation engine.

This role is designed for a leader who can:

• personally generate pipeline early,
• help establish outbound best practices,
• coach and develop BDRs,
• and gradually transition into full team leadership as the organization scales.

Initially, this leader will:

• carry an individual meeting/pipeline target,
• actively prospect and book meetings,
• and manage a small team of BDRs.

Over time, the role will evolve from:

hands-on player-coach → team builder → scalable pipeline leader

The ideal candidate is:

• highly energetic,
• operationally disciplined,
• metrics-oriented,
• and comfortable building process in a fast-moving environment.

What You’ll Own

Individual Pipeline Generation (Initial Phase)

• Personally prospect and generate meetings with restaurant operators
• Execute outbound outreach across: phone, email, LinkedIn, referral outreach, and local market prospecting
• Help establish messaging, sequencing, and objection handling standards
• Lead by example through high-quality activity and urgency

BDR Team Leadership \& Coaching

• Manage and coach a growing team of BDRs
• Conduct: call coaching, pipeline reviews, activity reviews, and role-play sessions
• Establish daily and weekly accountability standards
• Improve: meeting quality, conversion rates, and outbound consistency

Outbound Strategy \& Execution

• Build outbound motions targeting: independent full-service restaurants, competitor POS users, new restaurants being formed, multi-location operators, and competitive replacement opportunities
• Optimize: messaging, targeting, sequencing, and outreach timing
• Partner with Marketing and RevOps to improve lead quality and conversion

Inbound Lead Management

• Ensure fast and disciplined inbound lead follow-up
• Maintain SLA standards for: speed-to-lead, lead qualification, and meeting scheduling
• Improve inbound conversion and demo show rates

Sales Process \& Tool Discipline

• Ensure consistent usage of: Salesforce, sales engagement tools, and prospecting workflows
• Maintain CRM accuracy and activity visibility
• Use call recording insights to improve: call quality, objection handling, and messaging performance

Hiring \& Team Development

• Recruit, onboard, and ramp new BDRs
• Help define: hiring profile, onboarding process, and career path into AE roles
• Build repeatable onboarding and certification processes

Cross-Functional Collaboration

• Partner closely with: Account Executives, Marketing, RevOps, and Sales Leadership
• Share prospect feedback, objection trends, and market intelligence
• Help improve ICP targeting and campaign effectiveness

What Success Looks Like

Within the first 6–12 months, this leader will:

• Personally generate meaningful pipeline early
• Build a repeatable outbound and inbound qualification motion
• Improve meeting quality and conversion rates
• Establish a high-accountability BDR culture
• Successfully ramp and coach new BDR hires
• Improve POS displacement/switching outreach effectiveness
• Transition from individual contribution to scalable team leadership

Qualifications

Required

• 4–7\+ years of SDR/BDR, inside sales, or pipeline generation experience
• 1–3\+ years of team leadership, mentoring, or player-coach experience
• Proven success generating outbound pipeline
• Strong cold calling, email, and prospecting skills
• Strong coaching and communication capability
• Experience working in a metrics-driven sales organization
• Familiarity with:
• Salesforce and modern outbound workflows

Preferred

• Restaurant technology, POS, hospitality tech, fintech, payments, or SMB SaaS experience
• Experience competing against established category leaders
• Experience in high-growth or rebuild-stage organizations
• Familiarity with POS operating systems and competitors

Ideal Candidate Profile

The strongest candidates will:

• lead from the front,
• thrive in high-activity environments,
• and know how to create urgency and accountability without micromanaging.

We are looking for someone who:

• can build pipeline personally,
• coach others effectively,
• and help create a scalable outbound culture.

This is not a “manage-only” role.

This role requires:

• hands-on prospecting,
• operational rigor,
• coaching discipline,
• and strong commercial instincts.

Additional Job Application Terms

This job is part of LinkedIn’s Full-Service Hiring beta program. Eligibility is limited to candidates located in and performing services in the United States, excluding those based in Alaska, Hawaii, Nevada, South Carolina, or West Virginia.

We’re committed to making our hiring process as smooth and timely as possible, and we understand that waiting to hear back can add to the anticipation. If you’re a potential fit, our team will reach out within two weeks to progress you to the next stage. If you don’t hear from us in that time, we encourage you to explore other opportunities with our team in the future, and we wish you the very best in your job search.