Sales Development Representative

City Wide Facility Solutions · Concord, CA

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 3mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon City Wide Facility Solutions's careers page

Apply on City Wide Facility Solutions →

The job

What you'd do: Outbound SDR prospecting businesses for janitorial and facility services, qualifying leads, and booking appointments for the outside sales team. Expect 50–100 daily calls and emails plus CRM upkeep.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 89 days. Ask why it's been hard to fill.
Company hiring: 113 sales roles open, hiring at a steady pace. Ask how many reps they hired last year and how many are still there.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

City Wide Facility Solutions is looking for an experienced Sales Development Representative to drive top-of-funnel growth for our sales team. This is a high-activity, high-impact role: you'll identify and engage businesses within our territory, qualify opportunities, and set appointments that convert into revenue. If you have a proven track record in outbound B2B prospecting and want a role where your output directly drives commission, we'd like to talk. What you'll do • Research and identify businesses that fit City Wide's ideal client profile for janitorial and non-janitorial facility services. • Execute 50–100 outbound touches per day across phone and email. • Qualify prospects and schedule appointments for our outside sales team, maintaining a consistent pipeline of opportunities. • Own data hygiene in our CRM (Microsoft Dynamics): call logs, client records, notes, and scheduled appointments. • Build and manage recurring email campaigns and social media outreach through our platforms. • Report on activity and results daily, weekly, and monthly. • Consistently meet or exceed activity and lead generation targets tied to revenue goals. • Follow up with prospects promptly, including requested materials and professional correspondence. Requirements • 2+ years of outbound B2B sales, SDR/BDR, or inside sales experience with a demonstrated record of hitting activity and pipeline targets. • Strong cold outreach skills — comfortable and effective on high-volume phone and email prospecting. • Proficiency with CRM platforms (Microsoft Dynamics a plus) and disciplined pipeline management habits. • Experience running email and social campaigns to generate business interest. • Excellent written and verbal communication; organized, self-directed, and rigorous on follow-up. • Proficiency in Microsoft Office Suite. • Bachelor's degree preferred, or equivalent professional experience. Benefits City Wide Facility Solutions offers a competitive base salary plus commission, along with a health care reimbursement program, PTO, and 401(k). We also offer paid time to support charities of your choice.

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