Sales Development Representative

POSITION SUMMARY

The Sales Development Representative (SDR) plays a critical role in generating new leads and building sales pipeline across Follett Software’s full portfolio of solutions. This position is responsible for proactively engaging prospective customers through a high volume of outbound activity, including cold calling, email outreach, and high-level discovery conversations. The primary objective of the SDR is to qualify interest, uncover business needs, and schedule high-quality sales meetings that can progress into viable sales opportunities for the broader sales organization. SDRs serve as the first point of contact for many prospects and are essential to creating a strong first impression of Follett Software.

POSITION SCOPE

• Executes both short and long-term sales strategies for assigned accounts within the designated geographical area.
• Collaborate with marketing to design and implement targeted campaigns and other key initiatives.
• Leverage a thorough understanding of customer buying cycles and market trends by state and local designations and applies to sales strategy as appropriate.
• Proactively prospect and engage potential new customers, identifying new business opportunities across multiple products and services.
• Cultivate the development of key customer relationships with key decision makers in respective geographical area of responsibility.
• Generates customer interest and drive attendance at company sponsored events, including conferences, trade shows, executive briefings, and other educational events.
• Evaluate and qualifies new business opportunities to ensure alignment with company goals.
• Maintains accurate and up-to-date customer account, contact, lead, and other customer data in CRM.
• Exhibits a high level of accountability towards achieving team goals.
• Represents the Sales organization on cross-functional teams as needed.
• Actively seeks professional growth opportunities, learning from others, and contributes to the development of a high performing team.
• Other duties and tasks as assigned.

QUALIFICATIONS

• Associate’s Degree or equivalent and relevant work experience.
• 2+ years of experience in a sales development role or similar role, experience in K-12 would be considered an advantage.
• Familiarity with CRM tools is a plus.
• Possess strong problem-solving abilities, able to address customer needs and adapts to Adept at solving complex problems challenges in a solution-oriented manner.
• Communicates clearly, concisely, and confidently to a variety of audiences, with the ability to adjusts messaging depending on customer needs.
• Possess good organizational and time management skills, with the ability to manage multiple tasks and priorities.
• Strong interpersonal skills with the ability to build rapport with prospects.

WORK ENVIRONMENT

• This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.
• It requires a suitable space that provides a private and quiet workplace.
• Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.

PHYSICAL REQUIREMENTS

• Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization.
• Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance.
• Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials.
• Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds.
• Travel requirements: Minimal (less than 10%)