Sales Development Representative – Lead
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Job Description
Sales Development Lead building Blackboard's EdTech SaaS pipeline through prospecting and qualified meetings. Creating playbooks, processes, dashboards, and coaching the future SDR team.
Responsibilities:
- Prospect into target accounts through calls, email, LinkedIn, and multi-threaded outreach
- Qualify inbound interest and hand off sales-ready opportunities to Account Executives
- Hit a personal goal for qualified meetings and pipeline generated
- Keep Salesforce activity, stages, and handoff notes accurate and complete
- Build the SDR playbook, including personas, messaging, sequences, and objection handling
- Define qualification criteria and the SDR-to-AE handoff process with leadership
- Partner with GTM Engineering on sequencing tools, routing, and reporting
- Establish SDR metrics, dashboards, and a weekly operating cadence
- Test and document what works so it can scale to a team
- Help define the SDR leveling framework, hiring profile, and interview process as the team grows
- Onboard and coach new SDRs through call reviews, role plays, and pipeline reviews
- Serve as the voice of sales development in GTM planning
Requirements:
- Bachelor's degree or equivalent practical experience
- 3+ years in B2B sales development, with a track record of meeting or exceeding meeting and pipeline goals
- Experience selling into complex, multi-stakeholder buying groups
- Evidence of building a playbook, sequence library, onboarding program, or similar process
- Informal leadership experience such as mentoring, peer coaching, or leading a pod
- Working fluency with Salesforce and a sales engagement platform
- Comfort with ambiguity and building a function from zero
- Clear written and verbal communication, and judgment to know when to use each
- Fluency in written and spoken English
- Candidates must be legally authorized to work in the country where the role is based and maintain that authorization for the duration of employment
- No visa sponsorship or immigration support provided
- Preferred: Experience selling into education, government, or other public sector markets
- Preferred: Prior experience as an early SDR or on a newly formed team
- Preferred: Exposure to AI-assisted prospecting, intent data, or account-based motions
- Preferred: Experience partnering with marketing on campaign follow-up and inbound conversion
Benefits:
- Additional compensation such as sales incentives
- Benefits
- Equal employment opportunity/affirmative action employer
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