Sales Development Representative | Oct 10, 2026

Sales Development Representative (SDR) — California, USA
OBRYN GUARD Inc.
Remote | Outbound B2B Sales | Hospitality Cybersecurity & Compliance
Company Description
OBRYN 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 Description
OBRYN 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 Experience
Strong 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 Candidate
The 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.
Compensation
This 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 performa

Work arrangement
Yes