Sales Development Representative

About the Role

The Sales Development Representative  is an insight-driven individual responsible for generating and qualifying high-quality sales opportunities for the District Sales team. The role combines timely inbound follow-up with targeted outbound outreach through calls and emails, using strong research, creativity, and effective sales tools to engage the right districts with relevant messaging that drives pipeline.

This role partners closely with Partnership Executives and cross-functional teams to drive opportunity quality, surface market insights, and support revenue growth.

What You'll Do

• Manage inbound and outbound leads from first touch through scheduled meetings using timely, personalized outreach
• Qualify leads and move them efficiently from MQL to SQL with strong handoffs to Sales
• Execute targeted outbound outreach informed by district priorities, research, and intent signals
• Use emerging sales technology, including AI tools, to improve research, prioritization, and outreach effectiveness
• Surface trends, objections, and market insights to inform Sales and Marketing strategy
• Maintain accurate CRM data and documentation to support visibility, reporting, and collaboration

What We're Looking For

• Strong written and verbal communication skills
• Comfort learning and adopting new sales tools and technology to work efficiently
• Ability to research accounts and tailor outreach to specific audiences
• Organized, detail-oriented, and comfortable managing multiple projects simultaneously
• Resilient, motivated, and comfortable hearing no
• Curious mindset with a willingness to test, learn, and iterate

What Success Looks Like

• High-quality meetings that convert into qualified opportunities 
• Consistent contribution to pipeline value, not just activity volume
• Outreach that prospects reference as relevant and thoughtful
• Clean CRM data that supports accurate reporting and handoffs 
• Regular insights that influence sales and marketing strategy

Why This Role Matters

This is not a high-volume, script-heavy role. The Sales Development Representative plays a critical role in shaping pipeline quality, understanding district needs, and helping the broader team win in a competitive market through relevance, insight, strong fundamentals, and thoughtful use of modern tools. 

Requirements

• Experience in sales development, partnerships, or revenue-generating roles, preferably in EdTech or K–12 education
• Experience supporting sales cycles, pilots, partnerships, or early-stage customer engagement is preferred 
• Strong research and discovery skills, with the ability to understand district needs and surface buying signals
• Clear, persuasive communication skills across email, phone, and virtual meetings
• Comfort working cross-functionally with Sales, Marketing, RevOps, and Customer Success
• Organized and detail-oriented, with experience maintaining accurate CRM data
• Curiosity and willingness to learn new sales tools, emerging technology, and evolving outreach strategies

Why Work For Us

• Health & 401K: Employee-covered health care and retirement match
• Flexible PTO & Company Closures: Flexible PTO and 12+ observed days off.
• Chances to Connect: Biannual company retreats and optional local meetups 
• Remote Opportunities:  Most positions are remote, supporting work-from-home flexibility  
• Perks and Stipend: Technology package provided, plus a home office stipend
• Learning and Development: Educational and development opportunities, monthly Brunch and Learns, and more!

The base compensation range for this role is $59,200–68,800. Total compensation for this role also includes a full benefits package. This compensation range and title may be adjusted based on actual experience.
Must be U.S. based.