Sales Development Representative (US K-12, EdTech SaaS)

Sales Development Representative (SDR) — US K-12 EdTech SaaS

Location: Fully remote  Employment Type: Full-time contractor   Working Hours: US business hours, with strong overlap to Eastern/Central time

Reports toFounder / Sales Lead

About the Company

We are a rapidly growing device-security software (SaaS) company that helps K-12 school districts across the United States track, secure, and recover their technology fleets. Our platform gives district IT teams real-time visibility of every laptop, tablet, and Chromebook they manage, protecting learning continuity and stretched education budgets.

We already protect devices across more than 1,600 schools in 29 US states and 8 countries, and our work has been recognized with national EdTech awards. We are a lean, fast-moving team that sells consultatively into education, and we are now investing in dedicated top-of-funnel talent to accelerate growth.

About the Role

This is a phone-first outbound role that builds the pipeline fueling our sales engine. You will take a defined set of US school-district prospects, generate live conversations, handle initial questions and objections on the call, and convert suitable conversations into booked appointments with our team. Calling leads the effort; email, LinkedIn, and research support it.

This is not aggressive, transactional telesales. US K-12 has a longer sales cycle and demands a consultative approach — you earn the attention of busy IT Directors and Directors of Technology through listening, credibility, and follow-through, not pressure or volume. You are the first human impression of our brand, and you set the tone for the entire sale.

You will own the outreach and the appointment. Our team handles demos, onboarding, and closing.

Key Responsibilities

Phone-First Prospecting & Appointment Setting

• Work a defined book of school-district prospects to generate live phone conversations

• Open cold and warm calls with K-12 IT leaders, listen actively, and progress the conversation toward a booked meeting

• Handle initial questions and objections on the call with confidence and credibility

• Book and confirm qualified appointments, ensuring clean handoffs to the sales team

Multi-Channel Follow-Up & Nurture

• Own thorough, timely email follow-up across a long sales cycle, keeping prospects warm over weeks and months

• Run LinkedIn prospecting and messaging to open and advance conversations

• Sequence touchpoints across phone, email, and LinkedIn to stay top of mind without being pushy

• Manage longer-term nurture so no viable prospect goes cold

Research & Personalization

• Research prospects and accounts to tailor outreach to each district's priorities (budget protection, device recovery, security, compliance)

• Use AI tools to research faster, personalize at scale, and automate repetitive steps

CRM & Pipeline Hygiene

• Keep CRM records accurate and up to date — every contact, conversation, and next step

• Maintain clean pipeline hygiene and hit weekly activity and booked-meeting targets

• Share objection patterns and market feedback with the sales team to sharpen messaging

Pipeline Hygiene & Collaboration

• Maintain accurate, up-to-date records of every contact, conversation, and next step

• Share market feedback and objection patterns with the sales team to sharpen messaging

• Hit and track weekly activity and booked-meeting targets

Required Qualifications

• 2+ years of outbound sales development, appointment setting, or lead generation experience

• Proven track record in B2B and/or SaaS sales with longer, consultative sales cycles (not aggressive, transactional telesales)

• Strong phone presence and confidence — comfortable leading live conversations with senior decision-makers

• Active listening and the ability to progress a live call toward a booked appointment — this is the core skill for the role

• Confident handling of initial questions and objections in the moment

• Strong, clear written English for email and LinkedIn follow-up

• Comfort and fluency with modern sales tech and AI tools

• Self-directed and reliable working remotely across US business hours

Preferred Qualifications

• Experience selling into the US market, ideally to institutions or higher-consideration buyers

• Exposure to EdTech, education, IT, or technical/software products

• Familiarity with CRM and sales-engagement platforms (e.g., HubSpot, Salesforce, Outreach, Apollo)

• Experience with LinkedIn as a prospecting and messaging channel

• Experience nurturing accounts over multi-week or multi-month cycles

Ideal Candidate Profile

You are

• Confident on the phone — you open conversations easily and steer them toward a clear next step

• A strong listener — you hear what a prospect actually needs and respond to it, rather than talking over them

• Consultative by instinct — you build rapport and trust rather than pushing for a fast yes

• Persistent and organized — you follow up diligently and nothing falls through the cracks

• Tech-savvy and curious — you lean on AI and automation to do more, better

• Coachable and self-motivated — you own your numbers without being managed closely

• Comfortable representing a technical product to smart, busy buyers

Compensation & Engagement

• Base: USD/month, depending on experience and seniority

• Variable: Performance-based incentive tied to qualified meetings booked and/or conversions

• Structure: Fixed-term engagement (term being finalized) with the option to extend month-to-month or convert to a full-time individual contributor based on performance

Why Join Us

You will sell a product with genuine impact and a clear ROI story — it routinely pays for itself in recovered devices — into a market that needs it. You will work directly with a founder-led team, see the results of your outreach quickly, and have a real path to grow into a long-term seat with a company that is scaling.