Sales Development Representative

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

📋 Description

• Convert incoming leads and execute daily outbound outreach through phone calls, emails, social media, and events to schedule meetings with key K-12 decision-makers.

• Maintain the accuracy and currency of data in the CRM and other sales systems, including contact details, activity logs, and notes.

• Conduct discovery conversations customized for each persona and gather essential information utilizing the MEDDPICC framework.

• Qualify leads and develop Sales Qualified Opportunities (SQOs) that include clear context, next steps, and supporting evidence.

• Ensure every SQO satisfies the agreed-upon criteria and is accepted by an Account Executive on the Sales team.

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

• Experiment with outreach methods and provide insights based on findings.

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

• Stay updated on product enhancements and new features to effectively communicate value to prospects.

• Occasionally travel up to 10% for team summits and other critical events.

• Achieve or surpass monthly activity, meeting, and SQO targets.

• Maintain CRM hygiene, ensuring all required fields are filled and MEDDPICC-based notes are complete.

⛳️ Requirements

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

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

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

• A coachable mindset characterized by persistence, curiosity, and the capability to follow qualification scripts while adapting discovery techniques.

• Excellent written and verbal communication skills that can personalize value according to district and buyer context.

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

• A minimum of 2 years in sales, lead generation, customer service, business development, or related educational experience, demonstrating strong communication and organizational abilities.

• A Bachelor’s degree is preferred but not mandatory.

• Understanding of persona-based messaging and the ability to capture MEDDPICC data in CRM to assist AE stage exits.

• Experience in creating pipelines for SaaS in K-12 or public sector environments, including basic awareness of RFP processes.

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

• Proven track record of surpassing meeting and sales-qualified opportunity targets and enhancing conversion rates through testing and refinement.

🏝️ 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 coverage.

• Robust 401(k) plan.

• Generous Parental Leave policy.

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

• Wellness Program, featuring ClassPass & Employee Assistance Program.

• Tuition Reimbursement opportunities.

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

• Applicable commission structure.