Sales Development Representative

This is a fully remote position, open to applicants in Texas.

📋 Description

• Convert incoming leads and conduct daily outbound outreach through phone, email, social media, and events to schedule meetings with targeted K-12 decision-makers.

• Maintain accurate and up-to-date data in the CRM and other sales systems, including contact details, activity logs, and notes.

• Engage in discovery conversations customized for each persona, capturing essential information using the MEDDPICC framework.

• Qualify leads and develop Sales Qualified Opportunities (SQOs) with clear context, next steps, and supporting evidence for Account Executive acceptance.

• Tailor outreach efforts by utilizing district-level research, local initiatives, and role-specific value messaging.

• Experiment with various outreach strategies and provide insights on their effectiveness.

• Participate in regular coaching sessions focused on call quality, objection handling, discovery skills, and outreach strategies.

• Stay informed on product updates and new features to effectively communicate value to prospects.

• Occasionally travel up to 10% for team summits and other high-priority events.

• Achieve monthly activity, meeting, and SQO targets.

• Ensure CRM hygiene and maintain MEDDPICC-based notes.

• Enhance call scores and objection-handling results through coaching.

⛳️ Requirements

• Demonstrated comfort with high-volume outbound and cold outreach via phone, email, and social media, as well as with managing inbound leads.

• A passion for K-12 outcomes and a desire to understand the basics of public-sector purchasing.

• Consistent discipline in activity and time management to achieve goals.

• A coachable mindset characterized by persistence, curiosity, and the ability to adhere to qualification scripts while learning to customize discovery.

• Strong written and verbal communication skills that can personalize value for district and buyer contexts.

• Proficient in Salesforce or a similar CRM, with a focus on accurate data entry and task management.

• A minimum of 2 years of experience in sales, lead generation, customer service, business development, or equivalent education, along with strong communication and organizational skills.

• A Bachelor's degree is preferred, but not mandatory.

• Familiarity with persona-based messaging and the ability to capture MEDDPICC data in CRM to facilitate AE stage exits.

• Experience in building a pipeline for SaaS in K-12 or the public sector, including basic awareness of RFP processes.

• Proficient with modern prospecting tools such as Salesloft, Gong, and LinkedIn Sales Navigator.

• A proven track record of surpassing meeting and sales-qualified opportunity targets and enhancing conversion rates through testing and iteration.

🏝️ Benefits

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance, and AD&D).

• Flexible Spending Accounts and Health Savings Accounts.

• Short-Term Disability and Long-Term Disability.

• Comprehensive 401(k) plan.

• Generous Parental Leave.

• Unrestricted paid time off (referred to as Discretionary Time Off - DTO).

• Wellness Program, including ClassPass & Employee Assistance Program.

• Tuition Reimbursement.

• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program, and Prepaid Legal coverage.

• Applicable commission.