Sales Development Representative EdTech - Remote

Company Overview

Job Summary

Performance Objectives

First 30 Days:

• Acquire an in-depth understanding of Securly’s products through rigorous training and self-study.
• Begin strategic communications with existing stakeholders to assess current engagements and identify immediate opportunities.
• Start making initial calls (50-100 calls per day) and sending emails (50-200 emails per day) to potential clients to generate interest.
• Enter 10-30 new prospects into the CRM daily.

First 90 Days:

• Develop and start executing a robust prospecting plan focused on targeted lead generation and new customer acquisition, including proactive cold calling and emailing.
• Initiate and advance leads further into the sales process by holding 10-25 meaningful conversations per week and scheduling 5-15 meetings or demos per week.
• Begin qualifying leads (5-20 leads per week) and generating new sales opportunities (8-15 new opportunities per month) to establish a strong foundation for achieving monthly targets.
• Maintain a conversion rate of 2-8% from initial contact to qualified leads.

First 6 Months:

• Expand your lead generation efforts by aggressively prospecting, making calls, sending emails, and leveraging leads from marketing campaigns.
• Strengthen relationships with prospects by building rapport and providing valuable insights.
• Consistently meet or exceed monthly performance metrics, including opportunities created, pipeline value generated, training hours logged, and content engagement.

First Year:

• Exceed the annual lead generation and opportunity creation targets by deploying tailored outreach strategies and delivering solutions that resonate with client needs.
• Lead multiple outreach initiatives, achieving high conversion rates and ensuring a steady flow of qualified leads into the sales pipeline.
• Continuously improve skills and product knowledge by participating in training programs and seeking feedback.
• Aim for each SDR to influence revenue that is 5-10 times their salary, reflecting a significant ROI.
• Achieve an annual quota attainment of 80-100%, with top performers exceeding this target.
• Maintain a lead-to-opportunity conversion rate of 20-30%.

Key Responsibilities:

• Lead Generation: Make 50-100 calls and send 50-200 personalized emails daily to potential clients to generate interest and develop new leads.
• CRM Management: Add 10-30 new prospects into the CRM system daily, ensuring accurate data entry and management.
• Sales Development: Initiate 10-25 meaningful conversations weekly to advance leads further into the sales process.
• Meeting Scheduling: Secure 5-15 new meetings or demos per week by effectively communicating Securly’s value proposition.
• Lead Qualification: Qualify 5-20 leads weekly, assessing their potential and readiness for further engagement.
• Opportunity Creation: Generate 8-15 new sales opportunities each month, utilizing strong conversion tactics to meet monthly targets.

Skills and Qualifications:

• Influential Communication and Active Listening: Deliver compelling product pitches, use testimonials and data to reinforce value, and adapt based on feedback.
• Resilience and Growth Mindset: Persevere through rejections, maintain a consistent work ethic, set and achieve targets, seek feedback, and participate in training.
• Objection Handling and Problem-Solving: Address and overcome objections, offer customized solutions and negotiate effectively.
• Product Knowledge: Understand and articulate product features and industry trends confidently.
• Research and Prospecting: Gather and analyze relevant information, identify potential customers, and prepare for outreach.
• Adaptability and Rapport Building: Adjust approach, build rapport, and assess a prospect's fit and readiness to buy.
• Time Management and CRM Proficiency: Manage time effectively, prioritize tasks, and leverage CRM systems.
• Multi-Touch Outreach: Engage prospects through various channels and consistently follow up.
• K-12 teaching or administration experience is highly preferred.

Wellness & Benefits Overview:

• Competitive Compensation: We offer a robust salary structure complemented by performance incentives to reward your hard work and dedication.
• Health and Well-being: Our extensive benefits package includes top-tier health, dental, and vision insurance, supported by a company-sponsored 401(k) match, ensuring your financial security today and into retirement.
• Parental Leave: We support new parents with 12 weeks of fully paid parental leave, giving you precious time to bond with your newborn or newly adopted child without financial worry.
• Flexible Time Off: Enjoy the freedom of unlimited vacation, over eight paid holidays, and special summer Friday half-days. We also provide a full week of paid leave at year-end, encouraging you to rejuvenate and spend quality time with loved ones.
• Professional Growth: Fuel your career growth with a $1,000 annual stipend for professional development, fostering a growth mindset and continuous learning.
• Remote-First Culture: Our remote-first approach promotes a flexible working environment, helping you maintain a healthy balance between your professional responsibilities and personal life.