Sales Development Representative | Oct 10, 2026

Sales Development Representative (SDR) — California, USA OBRYN GUARD Inc. Remote | Outbound B2B Sales | Hospitality Cybersecurity & Compliance Company DescriptionOBRYN GUARD™ is a cybersecurity and continuous compliance company built for the hospitality industry. We support hotel ownership groups, operators, management companies, and leadership teams in strengthening cyber-risk visibility, compliance readiness, audit preparedness, and operational security. OBRYN GUARD™ helps hospitality organizations manage areas including cyber risk, vendor risk, security documentation, evidence management, policy readiness, control monitoring, and operational security, with support aligned to frameworks and expectations including PCI DSS, SOC 2, ISO 27001, NIST, and cyber insurance requirements. Our mission is to help hospitality organizations move beyond fragmented, point-in-time compliance processes by creating clearer visibility into risk, stronger accountability, and a more structured approach to cybersecurity and compliance. We are building a premium, enterprise-level client experience focused on professionalism, accuracy, confidentiality, accountability, and measurable risk reduction. Role DescriptionOBRYN GUARD™ is seeking a driven Sales Development Representative (SDR) to help expand our presence across the hospitality industry. This is a remote, outbound-focused sales development position responsible for identifying, researching, engaging, and qualifying hospitality organizations and decision-makers. You will prospect Hotel ownership groups Hotel management companies Independent and boutique hotels Hotel operators General Managers Owners and executives Operations leaders Finance leaders IT and security stakeholders Other relevant hospitality decision-makers Your primary objective is to create qualified sales opportunities for the company. The SDR owns Prospecting → Outreach → Qualification → Follow-Up → Qualified Meeting → CRM Handoff The SDR does not own the final close. Qualified opportunities are transitioned to an Account Executive or company leadership for discovery, demonstration, proposal, negotiation, and closing. Responsibilities Research and identify qualified hospitality organizations and target accounts. Build targeted prospect lists containing relevant owners, executives, General Managers, operators, and other decision-makers. Conduct consistent outbound prospecting through phone, email, LinkedIn, CRM systems, and approved sales-engagement channels. Execute professional cold calls and personalized outreach to business decision-makers. Identify potential cybersecurity, compliance, audit-readiness, vendor-risk, and operational-security needs. Qualify prospects based on company fit, property profile, authority, business need, timing, and level of interest. Generate and book qualified discovery meetings for Account Executives and leadership. Maintain consistent prospect follow-up across multiple channels. Communicate OBRYN GUARD™'s value proposition clearly and professionally without making unsupported claims or guarantees. Follow approved sales messaging, qualification standards, outreach sequences, and internal procedures. Maintain accurate CRM records for every relevant prospect interaction. Document prospect status, outreach attempts, objections, follow-ups, qualification information, meeting notes, and next steps. Provide Account Executives with clear prospect context before scheduled meetings. Maintain clean handoffs between Sales Development and Account Executives. Escalate detailed questions involving PCI DSS, SOC 2, ISO 27001, NIST, cybersecurity, insurance requirements, legal matters, or technical functionality to the appropriate internal specialist. Collaborate with Sales, Marketing, Security, Operations, and leadership. Maintain consistent activity while prioritizing qualified pipeline creation over low-quality volume. Represent OBRYN GUARD™ with professionalism, accuracy, discretion, and executive-level communication. Qualifications Demonstrated experience in SDR, BDR, outbound sales, business development, lead generation, appointment setting, SaaS, technology sales, cybersecurity, professional services, or another B2B sales environment. Strong cold-calling ability and comfort initiating conversations with decision-makers. Experience conducting consistent outbound prospecting through phone, email, and LinkedIn. Ability to qualify prospects rather than simply generate unqualified meetings. Strong written and verbal communication. Professional objection-handling ability. Strong research and account-targeting skills. Ability to communicate confidently with owners, General Managers, Directors, VPs, and C-suite executives. Experience maintaining prospect and opportunity information inside a CRM. Strong organization and follow-through. Ability to work independently in a remote environment. High personal accountability and performance orientation. Ability to learn technical concepts and communicate them at a business level. Strong attention to accuracy and confidentiality. Preferred ExperienceStrong preference will be given to candidates with experience in: B2B SaaS Cybersecurity Compliance or GRC Hospitality technology Hotel sales Professional services Technology solutions Cyber insurance Complex B2B sales Experience prospecting: Hotel owners Hotel General Managers Hotel management groups Hospitality executives Business owners Directors VPs C-suite decision-makers Experience with platforms such as: HubSpot Salesforce Apollo ZoomInfo LinkedIn Sales Navigator Outreach Salesloft Similar CRM or sales-engagement platforms Knowledge or exposure to the following is considered an asset: PCI DSS SOC 2 ISO 27001 NIST Cyber insurance Vendor risk Access management Security awareness Incident management Audit readiness A bachelor's degree in Business, Marketing, Communications, Hospitality, Technology, Information Systems, or a related field is preferred but not required. Performance Expectations The successful SDR should be capable of maintaining a disciplined outbound sales process. Key performance areas include Outbound Activity Consistent phone, email, LinkedIn, and account-based prospecting. Qualified Meetings Target of approximately 8+ qualified B2B meetings per month, subject to territory and campaign strategy. Prospect Quality Meetings should involve legitimate business decision-makers with a reasonable potential need for OBRYN GUARD™. Pipeline Contribution The SDR should consistently create opportunities capable of progressing into the Account Executive sales process. CRM Discipline Prospect records, notes, follow-ups, objections, qualification information, and next steps must remain accurate and current. Professionalism All prospect communication must accurately represent OBRYN GUARD™ and protect the company's reputation. Ideal CandidateThe ideal candidate is disciplined, competitive, professional, resilient, coachable, and highly consistent. You understand that successful sales development requires more than sending emails. You are comfortable Making high-volume outbound calls Hearing “no” without losing momentum Researching accounts before outreach Speaking with senior business decision-makers Handling objections professionally Asking qualification questions Following up repeatedly without becoming unprofessional Maintaining an organized CRM Working toward measurable performance targets Receiving coaching and implementing feedback quickly Creating interest without exaggerating or overpromising Supporting the Account Executive rather than attempting to control the entire sales process We are looking for someone who can consistently turn targeted outbound activity into qualified hospitality conversations and legitimate pipeline. CompensationThis is a performance-driven sales development role with commission-based compensation, governed by the applicable written compensation agreement and applicable employment or contractor requirements. Specific commission terms, qualification requirements, payment conditions, and performance expectations will be discussed with selected candidates. Growth OpportunityHigh-performing SDRs may have opportunities to progress into roles including: Senior SDR Account Executive Business Development Manager Strategic Accounts Sales Leadership Performance, professionalism, consistency, and contribution to company growth will determine advancement opportunities. Why OBRYN GUARD™Join a company operating at the intersection of: Hospitality + Cybersecurity + Compliance + B2B SaaS You will have the opportunity to: Work directly with company leadership Sell into a clearly defined industry Build relationships with hospitality executives Gain cybersecurity and compliance exposure Develop enterprise B2B sales experience Contribute directly to company growth Grow alongside the organization as the sales operation expands OBRYN GUARD Inc. Automated Cyber Assurance. Built for Hospitality.