Sales Development Representative

Compensation: Uncapped commission on top of Base + Stock Options
Reports to: Co-Founder and US General Manager
Location: Brooklyn, NY (DUMBO)
Work type: Hybrid (typically 3–4 days per week at Brooklyn HQ)
🌴 Paid Time Off + 🏥 Benefits: 20 days PTO, 10 days sick leave, 11 public holidays, plus medical, dental and vision benefits.

About Fresho

Fresho is a fast growing tech scale-up on a mission to transform the food industry for the benefit of people and the planet.

Our order management software is revolutionising the way the entire industry operates - from day to day operations, to mental health and wellbeing, to food waste reduction - the impact of Fresho touches every aspect of the sector in a hugely positive way making it more efficient, enjoyable, profitable and sustainable.

We work closely with wholesale fresh food suppliers and 45,000 restaurants, cafes, hotels and other foodservice venues.

Fundamental to our culture is the belief that our people are everything. We are purposefully building our culture alongside our business to make Fresho a fun, positive and inclusive place to work for our dynamic team of Freshonauts.

Fresho has raised over $45m to date and processes almost $400m monthly through the platform with 750,000 orders monthly. We are headquartered in Melbourne - Australia with offices in London - United Kingdom, New York - United States, and Auckland - New Zealand, and customers in Australia, United Kingdom, United States, Ireland and New Zealand.

About the Role

🚀 Looking to build your career in tech sales?

We're looking for a Sales Development Representative (SDR) to join our growing US team in Brooklyn at an exciting stage of Fresho's US growth. 🥬 You'll be part of a small, hands-on team, with real scope to make your mark as we continue building our US business.

You'll be at the front of our new business efforts, researching and connecting with foodservice distributors and wholesalers, starting conversations and creating opportunities for our Account Executives.

This is a proactive, phone-first sales role, but it's not just about making the most dials. We value curious minds who can research a business, spot an opportunity, ask great questions and use data and insights to continually improve their approach. You'll have custom-built tools, dedicated Revenue Operations support and experienced sales leaders behind you to help turn that effort into results.

You'll work closely with our US sales team, including a co-founder based in New York, learning the foundations of B2B software sales, with opportunities to develop your skills and take on more of the sales cycle as you progress.

💰 We know SDRs are the engine room of new business, and we want you to share in the success you help create. Our commission structure is uncapped, with earnings starting at 50% target attainment and accelerators rewarding you for exceeding your targets. 🚀

Previous SDR or SaaS experience isn't essential. We're looking for confident communicators who bring curiosity, initiative, strong organization and a willingness to learn. Whether you're coming from foodservice, hospitality, another customer-facing role or already working in sales development, we'd love to hear from you.

🏅 Sell technology that's not just useful, it's award-winning. Our products are backed by two decades of global fresh food wholesale experience, including our AI-powered OrderPilot technology.

Good to Know

• Compensation: $70,000 base salary + $17,500 annual on-target commission, bringing OTE to $87,500.

• Uncapped commission and earnings: Your commission is linked to your personal SDR outcomes, with earnings starting from 50% target attainment and accelerators rewarding performance above target. Commission is paid quarterly, with no cap on what you can earn. 🚀

• Career progression: We have a defined SDR development pathway, with progression tied to performance and increases in base salary and commission. As you progress in the framework, there are built-in opportunities to develop you towards an Account Executive role, gaining hands-on experience running demos, closing deals and owning more of the sales cycle.

• Equity: A vesting grant from day one on Fresho's Employee Share Option Plan (ESOP) gives you the opportunity to share in the company's success.

• Location: You’ll be based from our Brooklyn HQ in DUMBO, New York (SoHo Works). We're a collaborative, office-based team, typically working together in person 3–4 days per week, with some flexibility to WFH. Building a strong US team culture is an important part of our hiring processes. 💥

• Work style: This is primarily an office-based, phone-and-computer role, not field sales. You may occasionally visit suppliers or join customer launches during your onboarding to better understand the industry and our product.

• Training & Onboarding: You'll ramp by learning the product hands-on, shadowing the onboarding team on live customer launches, and working directly with Fresho's US General Manager, one of the company's original co-founders, other Global Sales and commercial leaders, and Revenue Operations during your first quarter.

A Glimpse Into the Week of a Fresho SDR

• 📋 Start your morning with a plan. Review your pipeline, prioritize follow-ups and identify where to focus your time. You'll own your prospecting activity and be accountable for building new business opportunities.

• 🔎 Put your detective hat on. Research food distributors across the Tri-State focus territory using our custom-built prospecting tools, market data and customer insights. Work out who to approach, what matters to their business and where Fresho could add value.

• 📞 Pick up the phone! Reach out to business owners, sales managers and operations teams. Dialing is a big part of the job, but it's about having quality conversations, asking good questions and turning research into real opportunities.

• 🎯 See where your conversations lead. Qualify prospects, book demos for our Account Executives and follow the opportunities you've created through the sales pipeline, right through to deals won.

• 🥬 Get to know the industry firsthand. Occasionally join our Account Executives or launch team at a supplier's warehouse or customer launch to see how Fresho works in practice and understand the challenges our customers face.

• 🧠 Think commercially and stay curious. Join sales meetings, deepen your understanding of our ideal customer profile (ICP) and get across new products, releases and go-to-market campaigns. Think about which businesses and prospects could benefit and how to turn those insights into conversations.

• 📊 Work smarter. Track your targets, understand your conversion rates and model the activity needed to reach your goals. You'll have a dedicated Revenue Operations team behind you, helping you make the most of our tools, data and insights.

• 💰 See your hard work pay off! Check your commission calculations, review the deals attributed to you and confirm your quarterly earnings through our custom personal hubs built for Fresho SDRs.

• 🚀 Keep learning and improving. Set goals with your team, get regular coaching and feedback, share what's working and develop your sales skills.

• And of course, you’ll celebrate wins in Slack 🎉, enjoy socials with the team 👥, and a coffee or after-work beverage overlooking a great view of the Manhattan Bridge ☀️

What You'll Be Doing

Research & Prospecting

• Research foodservice distributors and wholesale suppliers, using our custom tools and market insights to identify potential customers and opportunities.

• Build targeted prospect lists, understand business needs and develop thoughtful outreach approaches.

Generate New Business Opportunities

• Proactively engage prospects through outbound calls, email and other channels.

• Ask great questions, uncover challenges, qualify opportunities and book high-quality meetings for our Account Executives.

Own Your Pipeline & Performance

• Manage your prospecting activity, follow-ups and opportunities using our CRM and sales tools.

• Work towards quarterly targets, track conversions and focus on turning conversations into meaningful sales opportunities.

Collaborate & Keep Improving

• Work closely with Marketing on pipeline-generating campaigns and Revenue Operations on lead strategies, tools and insights designed to support your success.

• Stay across product releases, deepen your understanding of our customers and share market feedback to help improve how we sell.

What We're Looking For

You don't need a traditional tech sales background, but we are looking for a strong foundation to build on.

Must Haves:

• Confident communication: You're very comfortable speaking with people (including business owners) on the phone, asking questions and building rapport.

• Curiosity and commercial thinking: You like figuring things out. You can look at a business, do some research, connect the dots and think about why a particular approach might work.

• Initiative and resourcefulness: You're someone who takes the first step, looks for answers and finds ways to make progress. You have a bias for action.

• Strong organization and follow-through: You can manage multiple conversations and tasks, keep track of details and reliably follow up.

• Resilience and motivation: You're prepared for the reality of outbound sales, including cold calls, unanswered messages and rejection, and can maintain consistent effort towards your goals.

• Comfort with technology: You're confident using a computer and learning new systems, and can use digital tools to research, communicate and stay organised.

• Coachability: You're a lover of feedback, keen to improve and willing to adapt your approach when something isn't working.

• Relevant work experience: You've had experience communicating with customers, solving problems, building relationships or managing responsibilities in a professional work environment.

• Location alignment: You're based in, or able to relocate to, New York and can meet our Hybrid weekly office cadence.

It's a Bonus if You Bring:

• Experience in foodservice, restaurants, hospitality, wholesale distribution or supply chain.

• Previous sales, business development, prospecting or lead generation experience.

• Familiarity with CRM systems such as Salesforce or HubSpot.

• Exposure to SaaS, restaurant technology or other B2B technology products.

• Additional language skills, fluent Spanish is a bonus.

Fresho Perks and Benefits

• Employee Share Option Plan (ESOP) so you can share in Fresho’s success 📈

• Time Off that supports balance: 20 days PTO + 10 days sick leave + 11 public holidays per year🌴

• 🏥🦷 🌱 Benefits:

• Medical coverage with a choice of Cigna PPO plans; our benefits package currently includes a base medical plan option fully funded by Fresho for individual coverage

• Tax-advantaged health accounts access (HSA/FSA/Dependent Care/Commuter benefits)

• Fertility support + Fresho funded life insurance through our benefits package

• Dental and vision coverage, with company contributions

• 401(k) retirement plan access

• LinkedIn Learning Subscription with weekly work time dedicated to growing new skills

• Mentoring program to help you grow and exceed your potential

• Procaffeinating Wednesdays where the coffee’s on us + in office coffee machines ☕, weekly fresh fruit and snacks in the office

• Regular socials (with snacks and drinks of course!)

• Fresho merch so you can look sharp in our branded swag

• Referral bonuses - invite your friends and get paid for it!

• Employee Assistance Program (EAP) to support your mental health and wellbeing 💚

• CEO Book Club where role related e-books are on us