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Pay: $68,000 - $70,000 base salary + ESOP + Super + Uncapped Commission 

OTE: 20% on top of base; uncapped commission - no cap on what you can earn

Reports to: National Sales Manager

Location: Melbourne 

Work Type: Hybrid; 4 days p/w in office, 1 day WFH flex

Employment Type: Full Time

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 and Auckland, New Zealand, and customers in Australia, United Kingdom, United States, Ireland and New Zealand.

About the Role

Fresho is seeking a Sales Development Representative (SDR) to join our ANZ sales team! The SDR role is the engine room of our growth - generating new business pipeline by uncovering opportunities and securing high-quality meetings.

You don’t need direct SDR experience to apply (though experienced and senior SDR’s are also welcome to apply). If you bring a strong phone-based customer-facing foundation in a sales or industry adjacent role - confidence making calls, clear communication, resilience, and great follow-up - we’ll provide the training, coaching, and structured sales environment to help you learn the SDR craft and Fresho. 

This is a phone-first, outbound role, so you’ll thrive if you enjoy a fast pace, working to targets, and the thrill of seeing deals progress and close. And if you’re excited to sell technology that’s genuinely improving how wholesale and hospitality businesses operate, you’ll love the impact you can make within our growing, global business. 🌍

Good to Know

• Pay: The base salary banding for this role is $68,000 - $70,000 + Super + Employee Share Option Plan (ESOP) + Uncapped Commission. The OTE commission component is 20% on top of base, however it is an uncapped commission structure - overachievement is rewarded, and there is not a cap on what you can earn from your performance! 🚀

• Location: This role is based at our beautiful Melbourne HQ in Central House, South Melbourne (a vibrant office base with regular events like free lunches, socials and excellent facilities). This is an office-based, phone-and-computer role (not field sales), with a hybrid arrangement once you’re fully ramped (4 days p/w in office, 1 day WFH flex).  

• Training & Onboarding: You’ll be fully supported during your onboarding, with guidance from our experienced Melbourne team to get you set up for success.

Responsibilities

Outbound Pipeline Generation

• Generate new business pipeline through high-volume outbound phone calls (cold and warm), supported by personalised email and LinkedIn outreach.

• Spend the majority of your day on the phone speaking directly with prospects, proactively creating opportunities rather than waiting for them.
  Build and manage structured call plans and prospect lists to consistently convert activity into booked meetings.

Inbound Lead Handling

• Respond quickly to inbound enquiries and orders, calling customers directly to qualify interest and progress opportunities.

• Confidently transition inbound interest into meaningful sales conversations and qualified meetings.

Lead Qualification & Discovery

• Conduct discovery calls to understand a prospect’s business model, challenges, and buying intent.

• Ask clear, confident questions to qualify opportunities against Fresho’s SQO criteria before handover to Account Executives.

Performance, Activity & Accountability

• Own daily call activity, outbound volume, and conversion metrics as part of Fresho’s outbound sales engine.

• Consistently work toward inbound and outbound SQO targets, with a strong focus on call activity and meeting quality.

• Track and report weekly performance metrics, including call activity, conversions, and pipeline outcomes.

CRM & Sales Discipline

• Maintain accurate, up-to-date records in Salesforce as the single source of truth.

• Follow defined sales processes and cadences to ensure timely follow-up and strong pipeline hygiene.

Continuous Improvement

• Test and refine call messaging and talk tracks.

• Share objections, feedback, and market insights with the wider sales team to improve outbound effectiveness.

What Success Looks Like in This Role

• Outbound confidence: You’re comfortable being on the phone every day, confidently making outbound calls, leaning into conversations, and being rewarded for strong results. 🚀

• Strong target and conversion performance: You meet or exceed targets through disciplined activity and quality conversations, converting calls → meetings → opportunities at a healthy rate.

• High-quality calls: Your calls are clear, consultative, and professional - prospects are engaged, objections are handled, and account executives receive qualified opportunities ready to progress.

• Market and product mastery: You quickly learn and deeply understand the market, opportunities, and Fresho’s product, staying up to speed as new features launch and using that knowledge to sharpen your expertise.

• Reliable CRM hygiene: Your CRM data is accurate, complete, and kept up to date.

In return we’ll offer

Everything you need to live and work well.

• Employee Share Option Plan so you can share in Fresho’s success

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

• Mentoring programme to help you grow and exceed your potential

• Flexible working with hybrid and fully remote teams

• Procaffeinating Wednesdays where the coffee’s on us + in office coffee machines

• 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 to support your mental health and wellbeing

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

• Paid time off for fertility treatments and generous parental leave policy

Fresho embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Qualifications, Skills, and Experience

We’re Looking For:

• Experience in a phone-based, sales or sales-adjacent role (SDR experience welcome, but not required)

• A confident, professional phone presence - clear voice, comfortable speaking with customers and decision-makers

• Someone who enjoys the SDR rhythm: outbound activity, daily targets, and the thrill of generating pipeline and seeing deals progress

• Highly organised with strong time management and follow-up discipline

• Self-motivated and results-driven, with resilience and consistency in a high-activity environment

• Tech-savvy and comfortable using tools like Google Workspace, Slack, Aircall, and a CRM (e.g. Salesforce/HubSpot)

• Coachable, curious, and quick to learn - including learning Fresho’s product and market, sales processes, and adapting as we evolve 

It’s a Bonus if You Bring:

• Experience in foodservice, hospitality, wholesale, logistics, supply chain, or related industries

• Previous SDR experience in software/SaaS sales

• Experience working with distributed/global teams or stakeholders across regions