Sales Development Representative (SDR / BDR)

Domits is looking for a Sales Development Representative (SDR / BDR) for our digital infrastructure for luxury short term vacation rental managers.

You can grow regionally from local to national to continental and to enterprise sales rep. 

Interns can fill in this form.

Table of Contents
Sales Development Representative (SDR / BDR)
What You’re Going to Do:
Bonus If You Have Experience With:
What We Ask:
Extra Information:
Future career path:
Quick Overview 13 Sales Phases
Sales Planning Essentials
Advanced Sales Planning
Key Performance Indicators (KPIs)

Sales Development Representative (SDR / BDR)

Location: Netherlands / Hybrid / Remote
Job Type: Internship, Freelance, Parttime, Fulltime | Revenue Share, Income Progression
Industry: Hospitality / Property Management / PropTech
Responsibilities: In consultation

What You’re Going to Do:

As a Sales Development Representative (SDR / BDR), your role is to grow our portfolio of hospitality stakeholders by identifying and onboarding new property owners, property managers, tech founders, real estate enterprises, investors and partners. You’ll be the face of our business to new clients, explaining the value of our services and how we support them with strategic advisory, technology, marketing and operations.

Your key responsibilities:

  • Start simple by selling the Domits direct booking website.
  • Identify with revenue assessment, contact with outreach and close deals with stakeholders
  • Conduct more in-depth assessments and value proposition pitches
  • Build strong, long-term relationships with clients
  • Collaborate with marketing and operations to ensure seamless onboarding
  • Maintain an active pipeline of prospects using CRM tools
  • Negotiate revenue share agreements that are mutually beneficial
  • Stay up to date with market trends in hospitality
  • Learn advanced CRM & pipeline management, sales funnels, website builders, surveys & forms, email marketing, sms marketing, booking & appointments, workflow automations, courses & products, call tracking, reputation management, tracking & analytics, communities, document signing and more.

Bonus If You Have Experience With:

What We Ask:

Extra Information:

  • Compensation: Revenue share on every closed deal + performance bonuses
  • Tools & Support: We provide a tech-powered backend, marketing resources and centralized operations to support your growth
  • Growth Opportunities: As we scale, you can move into regional leadership or strategic roles
  • Work Style: Outcome-driven culture, remote-first

Future career path:

Stage 1: Intern Sales Development Representative (SDR / BDR)/ Junior Commercial Analyst
Industry Knowledge
Skills Development
  • Learn and use CRM tools (HighLevel, ZoHo, HubSpot, Salesforce, Pipedrive)
  • Develop cold calling, emailing, and lead qualification skills
  • Assist in property onboarding and listing creation
  • Support lead research and CRM/database updates
Professional Habits
  • Communicate clearly and professionally (email, calls, meetings)
  • Follow up promptly and reliably
  • Demonstrate initiative on small tasks
  • Build confidence in pitching and articulating the company’s value proposition
Stage 2: Mid-Level Sales Development Representative / Associate Commercial Strategist
Market Mastery
  • Identify and qualify high-potential property owners
  • Conduct property assessments (location, fit, income potential)
  • Analyze performance data to support client conversations
  • Understand zoning laws, short-term rental regulations, and compliance
Sales Development Representative Skills
  • Apply a consultative sales approach tailored to property owners
  • Manage the full sales funnel from prospecting to closing
  • Negotiate contract terms (commission structure, guarantees, exclusivity)
  • Customize pitches for different owner profiles (individuals vs investors)
Tools & Reporting
  • Use pricing/revenue management platforms (e.g., PriceLabs, Beyond)
  • Manage pipeline effectively and track conversion metrics
  • Monitor and report on KPIs: conversion rate, average deal size, churn rate
Strategy & Collaboration
  • Segment and prioritize leads by profitability and strategic value
  • Provide feedback to marketing on lead quality and campaign alignment
  • Partner with onboarding and operations teams to ensure a smooth handoff
Professional Growth
  • Represent the company at expos, webinars, or real estate events
  • Mentor interns or junior sales reps
  • Contribute ideas for regional expansion or new business opportunities
Stage 3: Senior Sales Development Representative / Lead Commercial Strategy
Advanced Sales Strategy
  • Close high-value tech or multi-property portfolio deals
  • Manage strategic relationships (tech founders, real estate agents, developers, investors)
  • Leverage sales automation, lead scoring, and advanced analytics
  • Optimize sales playbooks, scripts, and client materials
Leadership & Mentorship
  • Coach junior and mid-level team members on sales techniques and strategy
  • Collaborate across departments (marketing, ops, legal) to streamline growth
  • Present and defend business development plans to senior leadership
  • Guide initiatives for team training and onboarding processes
Performance Management
  • Own KPIs for regional or portfolio growth
  • Build and maintain reporting frameworks for executive stakeholders
  • Improve customer acquisition cost (CAC) and lifetime value (LTV) metrics
  • Analyze property churn and propose retention strategies
Strategic Impact
  • Lead expansion into new cities or property segments
  • Inform company pricing strategy and revenue optimization
  • Translate owner feedback into actionable product and service improvements
  • Collaborate with executives on forecasting and market positioning
Ongoing Professional Development
  • Subscribe to industry news and reports (Domits, Skift, AirDNA, STR-focused newsletters)
  • Attend conferences and networking events in real estate and hospitality
  • Build relationships with founders, brokers, investors, and real estate professionals
  • Take courses in (real estate) investing, sales strategy, and negotiation
  • Stay informed about trends in hospitality tech, regulation, and market shifts

Quick Overview 13 Sales Phases

  • Preparation & Research. Global hospitality market research. Defining the ideal customer profile (ICP). Competitor analysis. Understanding customer pain points. Setting sales goals & strategy.
  • Prospecting. Identifying potential leads (cold calling, email outreach, social selling, networking, referrals, inbound leads). Building lead lists (CRM, LinkedIn, events, purchased lists, etc.). Segmenting & qualifying initial interest.
  • Lead Qualification. Determining fit based on budget, authority, need, and timing (BANT or MEDDIC frameworks). Discovery calls. Filtering out unqualified leads to save time.
  • Initial Contact. First outreach (call, email, LinkedIn, networking, etc.). Making a strong first impression. Securing interest for a meeting/demo.
  • Discovery & Needs Assessment. Asking open-ended questions. Identifying pain points and challenges. Uncovering buying motivations and priorities. Mapping buyer journey and decision-making process.
  • Solution Presentation / Demonstration. Tailoring pitch to customer needs. Product demo or proposal. Case studies, proof of concept, or pilot programs. Highlighting ROI and differentiators.
  • Handling Objections. Addressing concerns (price, timing, trust, competition). Active listening and empathy. Using data, testimonials, and success stories. Negotiation techniques.
  • Proposal & Negotiation. Formal proposal (pricing, terms, service levels). Aligning with stakeholders. Negotiating pricing, packages, and conditions. Internal approvals (on both sides).
  • Closing the Sale. Asking for commitment. Verbal agreement or signed contract. Handling last-minute hesitation ("closing techniques" — assumptive close, summary close, etc.). Ensuring mutual understanding of deliverables.
  • Onboarding & Implementation. Customer handoff to delivery/support team. Training and setup. Smooth transition from sales to account management.
  • Post-Sale Relationship Building. Customer success check-ins. Follow-up support and service. Gathering feedback (surveys, interviews). Identifying upsell/cross-sell opportunities.
  • Retention & Expansion. Renewals. Upselling additional features/services. Cross-selling complementary products. Long-term relationship nurturing.
  • Advocacy & Referrals. Turning satisfied customers into promoters. Encouraging testimonials, case studies, and online reviews. Generating referrals to new prospects.

Sales Planning Essentials

  • Set Clear Objectives. Define revenue targets, sales volume, market share, or customer acquisition goals. Align sales goals with overall business strategy.
  • Understand the Market. Market analysis: size, trends, seasonality. Customer segmentation: identify high-value customer groups. Competitive analysis: know strengths, weaknesses, opportunities, and threats (SWOT).
  • Define Sales Strategies. Decide on approach to market: direct sales, channel partners, online, hybrid. Develop positioning and messaging for different segments. Identify key value propositions for customers.
  • Sales Forecasting. Use historical sales data, pipeline analysis, and market trends to predict future sales. Establish realistic quotas for teams and individuals.
  • Allocate Resources. Sales team structure (territories, accounts, roles). Budget for training, tools, and marketing support. Technology stack (CRM, automation, analytics).
  • Action Plan. Daily/weekly/monthly activities (prospecting, demos, follow-ups). Campaigns (product launches, seasonal promotions). Cross-team collaboration with marketing and customer success.
  • Performance Metrics. KPIs: revenue, win rate, average deal size, pipeline coverage, conversion rate. Regular reporting and dashboard reviews. Incentives and compensation plans.
  • Review & Adjust. Conduct quarterly business reviews (QBRs). Identify gaps between plan and actuals. Adapt strategies to changing customer or market conditions.

Advanced Sales Planning

  • Strategic Alignment. Tie sales goals to corporate strategy (growth, profitability, market penetration, or customer retention). Use a balanced scorecard approach (financial, customer, internal processes, innovation/learning). Integrate go-to-market (GTM) strategy: direct sales, channel, digital, or hybrid.
  • Market & Customer Intelligence. Advanced segmentation: Use RFM (Recency, Frequency, Monetary), firmographics, technographics, or behavioral data. Propensity models: Predict which accounts are most likely to convert using AI/ML scoring. Buying center mapping: Identify decision-makers, influencers, gatekeepers in complex B2B deals. Competitive playbooks: Document competitor tactics, pricing models, and counter-strategies.
  • Sales Forecasting & Modeling. Move beyond static forecasts: Pipeline velocity analysis (time in stage, conversion ratios). Scenario planning (best-case, base-case, worst-case). Leading indicator models (activity-based metrics like calls, demos, meetings tied to outcomes). Predictive forecasting (CRM + historical data + external signals like market shifts).
  • Territory & Account Planning. Use data-driven territory optimization: Balance potential revenue vs. workload. Apply white space analysis to find untapped accounts. Account scoring models: revenue potential, strategic fit, buying intent, churn risk. Create account-based sales (ABS) plans for top-tier accounts: Personalized engagement roadmaps. Multi-channel touchpoints (email, events, LinkedIn, exec-level outreach).
  • Resource & Capacity Planning. Sales capacity model: Calculate total reps × available selling time × productivity rate. Compare against quota to check coverage. Decide hunter/farmer model (new business vs. existing accounts). Optimize compensation plans: Tiered accelerators, SPIFs, team bonuses, or retention-based rewards.
  • Execution Roadmap. 90-180-365 day plan with milestones. Align sales & marketing plays (ABM campaigns, product launches). Implement sales playbooks: Discovery scripts, objection handling, competitor battle cards. Enablement: continuous training, role-play sessions, deal coaching.
  • Performance Management. Use advanced KPIs: Pipeline coverage ratio (3–5× quota). CAC payback period. Net revenue retention (NRR). Sales efficiency (Revenue ÷ Sales & Marketing spend). Dashboards & analytics: Real-time revenue dashboards in CRM. Cohort analysis for deal cycles. Rep-level performance heatmaps.
  • Continuous Optimization. Quarterly business reviews (QBRs): Analyze gaps between forecast vs. actual. Share best practices across teams. Feedback loop: Customer insights → product roadmap. Sales objections → marketing content. Experimentation: A/B testing messaging, pricing, discounting strategies.

Key Performance Indicators (KPIs)

Revenue & Growth KPIs
  • Total Sales Revenue
  • Revenue Growth Rate
  • Average Revenue per Account (ARPA)
  • Average Revenue per User (ARPU)
  • Recurring Revenue (MRR / ARR)
  • Revenue per Sales Rep
  • Revenue per Product/Service
  • Sales per Region / Territory
  • Year-over-Year Growth
  • Sales Forecast Accuracy
Sales Activity & Productivity KPIs
  • Number of Calls Made
  • Number of Emails Sent
  • Meetings Scheduled
  • Demos Conducted
  • Proposals Sent
  • Opportunities Created
  • Follow-up Rate
  • Sales Cycle Length (Average Days to Close)
  • Time Spent Selling vs Admin Work
  • Lead Response Time
Conversion & Funnel KPIs
  • Lead-to-Opportunity Conversion Rate
  • Opportunity-to-Customer Conversion Rate
  • Sales Win Rate (%)
  • Pipeline Coverage Ratio
  • Average Deal Size
  • Sales Qualified Leads (SQLs)
  • Marketing Qualified Leads (MQLs)
  • Opportunity-to-Win Ratio
  • Quote-to-Close Ratio
Customer KPIs
  • Customer Acquisition Cost (CAC)
  • Customer Lifetime Value (CLV / LTV)
  • CAC Payback Period
  • Customer Retention Rate
  • Customer Churn Rate - % of customers lost.
  • Net Promoter Score (NPS)
  • Expansion Revenue (Upsell/Cross-sell)
  • New vs Returning Customers
  • Customer Satisfaction (CSAT)
Team & Individual Performance KPIs
  • Sales per Rep
  • Quota Attainment (%)
  • Percentage of Sales Reps Hitting Quota
  • Leaderboard Rankings
  • Sales Coaching Hours per Rep
  • Employee Turnover Rate in Sales Team
  • Training Completion Rate
Profitability & Efficiency KPIs
  • Gross Margin per Sale
  • Profit Margin per Sale
  • Sales Expense Ratio
  • Cost per Lead
  • Sales Efficiency (Revenue ÷ Sales & Marketing Costs)
  • Return on Sales (ROS)
Forecasting & Pipeline KPIs
  • Pipeline Value
  • Pipeline Growth Rate
  • Weighted Pipeline Value
  • Forecast Accuracy (%)
  • Deal Slippage Rate
  • Sales Velocity
Digital & E-commerce Sales KPIs (if applicable)
  • Website Conversion Rate
  • Cart Abandonment Rate
  • Online Sales Growth
  • Average Order Value (AOV)
  • Sales by Channel (social, email, ads, SEO)
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