Business Development Representative

Responsibilities

The Business Development Representative manages inbound leads by qualifying prospects, running discovery, and closing new business for Cake POS. They are responsible for maintaining accurate records in Salesforce and ensuring a smooth handoff for larger opportunities.

Requirements

Candidates must have at least one year of experience in inside sales, BDR, or SDR roles with a focus on closing. Proficiency in CRM software and a strong understanding of merchant processing concepts are required.

Skills

• Inside sales
• BDR
• SDR
• Salesforce
• CRM
• Lead qualification
• Discovery
• Competitive displacement
• Merchant processing
• Interchange
• Effective rate
• GPV
• Contract negotiation
• Objection handling
• Account management

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• HSA contribution
• 401(k) plan
• 4% matching contribution

About this role

Mad Mobile is an AI-driven software development company headquartered in Tampa, FL, revolutionizing the restaurant and enterprise retail industries. Our innovative solutions empower businesses to enhance customer experience, streamline operations, and drive growth through cutting-edge technology. From mobile ordering and payments to advanced point-of-sale systems, our AI-driven approach helps industry leaders stay ahead in an ever-evolving digital world. As a fast-growing organization, we foster a collaborative, dynamic, and inclusive culture dedicated to delivering exceptional value to our clients and employees. Join us in shaping the future of retail and hospitality through intelligent, technology-driven innovation.

About the Role:

The Business Development Representative (BDR) at Cake POS owns inbound demand: Sysco-referred leads and restaurant prospects who raise their hand. This is a full-cycle inbound role. You respond fast, qualify against our ideal customer profile, run discovery, and close new business for Cake POS.

Title

Business Development Representative (Inbound)

Team

Inside Sales

Lead sources

Sysco channel referrals, website and marketing inbound, restaurant prospects

Ideal customer

Existing restaurants, 1–5 locations, $60K+ monthly GPV; no food trucks

Selling motion

Competitive displacement of an incumbent POS and processor

Systems

Salesforce, phone and email, Cake quoting and onboarding tools

Key responsibilities

You convert inbound interest into live, processing merchants.

* Respond to every Sysco and inbound lead within the service-level window, by phone first, then email and text.
* Qualify against the ICP: existing restaurant, 1–5 locations, $60K+ monthly GPV, verifiable processing history. Disqualify startups and food trucks quickly and log the reason.
* Run discovery on current POS, processing rate, contract terms, pain points, and decision-makers.
* Position Cake against the incumbent (Toast, Square, Shift4, SpotOn and others) using the competitive battlecards.
* Qualify startup restaurants to ensure underwriting standards are met
* Build quotes, present proposals, handle objections, and close new business through contract and onboarding handoff.
* Hand qualified multi-location or larger opportunities to the field team with a complete discovery summary.
* Keep Salesforce current: accurate stage, ACV, next step, and close date on every opportunity, updated the same day.
* Work the nurture list and re-engage stalled and older Sysco leads.

Qualifications

Required

* 1+ year in inside sales, BDR, or SDR roles with a closing component; restaurant, POS, or payments experience strongly preferred.
* Track record of meeting quota on inbound or short-cycle sales.
* Comfortable on the phone: high daily call volume, fast follow-up, strong discovery.
* Working knowledge of merchant processing concepts: interchange, effective rate, GPV, contract terms.
* Salesforce or comparable CRM discipline.
* Clear written communication for email, quotes, and handoffs.

Preferred

* Experience selling against Toast, Square, or other restaurant POS incumbents.
* Experience working with channel or distributor partners.
* Familiarity with statement analysis and competitive displacement selling.
* Prior restaurant or hospitality operations experience.

Success metrics

The BDR is measured on quality of closed business, not location count or raw activity.

Metric

What it measures

Speed to lead

Time from lead creation to first live contact

Qualified opportunities

Leads that meet the ICP and enter Discovery

Net monthly revenue closed

New business signed, measured in net revenue rather than locations

Go-live rate

Closed deals that go live and take their first payment swipe

GPV attainment

Actual processing volume against the volume estimated at sale

12-month retention

Share of closed deals still live at one year

CRM hygiene

Opportunities with current stage, ACV, next step, and close date

Compensation, location, and reporting

Compensation is a base salary plus variable pay tied to net monthly revenue. Variable pay is earned when a merchant goes live and takes its first payment swipe, not at contract signature.

Our core values:

* Customer – WE believe that our customers deserve the best from us every day. 
* Accountability – WE take ownership and make things happen. 
* Teamwork – WE win as a team and have fun doing it. 

* Innovation – WE innovate, inspire, ignite the future!  
* Integrity – WE are honest, ethical, and trustworthy.  

What about the benefits you ask?

At Mad Mobile, we're committed to taking care of our employees right from the start. That's why there's no waiting period for our plans – they kick in from day one. We're proud to offer market leading benefits for medical, dental, and vision and cover a generous amount of your premiums. To make sure you're off to a great start, we even provide you with a $1000 HSA contribution (prorated based on your start date and split into two payments). 

Additionally, we provide a 401(k) plan with a matching contribution of up to 4%, and the best part is you're fully vested from day one. At Mad Mobile, we're not only building the next generation of in-store experiences; we're also building the next generation of incredible teams. 

EEOC Statement 

Mad Mobile is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state or federal laws.  

* Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Mad Mobile does not accept unsolicited headhunter and agency resumes. Mad Mobile will not pay fees to any third-party agency or company that does not have a signed...