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 to: Founder / 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.

Sales Development Representative (US K-12, EdTech SaaS) - 21120