Business Development Representative

We are seeking a Business Development Representative to personally lead prospecting efforts via phone, email, Zoom, field-based conferences, and data‑driven, targeted outreach informed by market signals and campaign insights.

Your role will be the first‑point‑of‑contact for all inbound leads and open‑up and initiate new business opportunities that can be developed into longer‑term sales deals, 1:1 and one‑to‑many, with potential customers including college and university Deans, VPs of Enrollment, VPs of Marketing, Vice Provosts, Marketing Directors, Directors of Online Learning, and other executive‑level university administrators. You will originate outreach, partner with the B2B team to catch and nurture inbound leads, and work with the sales team to develop the opportunity.

This role is critical as we expand partnerships with institutions navigating shifts in enrollment, student expectations, and the growing role of AI in marketing, recruitment, and workforce.

To be successful in this role, you should have previous experience developing leads by prospecting directly with potential customers and by leveraging company‑activated marketing campaigns to meet sales quotas. You will use your communication skills to cultivate strong relationships with customers, from first contact through to deal‑framing. If you are motivated and results‑driven, enjoy working in a team environment to be client‑facing alongside a group of experts to develop sales opportunities, then we’d like to meet you.

Ultimately, you will boost sales and contribute to our business growth.

This role reports to the Chief Sales Officer and is located in Chicago, IL offering a hybrid work environment with a minimum of 3 days required in the office every week and additional days as business needs arise.

• Qualify and develop leads from company‑activated marketing campaigns.
• Drive outbound prospecting through a mix of calls, email, social outreach, and targeted account engagement.
• Leverage data, intent signals, and modern sales tools to prioritize and personalize outreach.
• Attend up to a dozen conferences and industry events every year.
• Identify prospective client needs and suggest appropriate products and services.
• Stay current with higher education operational and demographic trends.
• Demonstrate an understanding of the different buying centers, the personas, and the triggers that motivate the prospects you must influence toward the sale.
• Proactively seek new business opportunities in the market through social media outreach and using approved prospecting channels.
• Hold discovery calls via Zoom and set up meetings or calls between qualified prospective clients and the sales team.
• Stay current with new products and services, competitors, trends in AI, and new pricing and payment plans.
• Support data management activities in Salesforce.
• Setup outbound campaigns to targeted profiles using Salesforce.
• Track and report on opportunity velocity and touchpoints using Salesforce.
• Use AI toolkits such as Claude and GPT to accelerate workflows and improve communications.
• Support sales team training activities.
• Support cross‑functional activity to support sales, including feedback loops to B2B on lead activity and efficacy.

• BS degree in Marketing, Sales, Business Administration or relevant field
• Background selling products and services to higher‑ed preferred
• Experience with virtual selling into higher‑ed preferred
• Must be able to travel up to 25% of the year
• Proven work experience as a Business Development Representative, Sales Account Executive or similar role in the higher‑education market preferred
• Applied working knowledge of Salesforce
• Experience supporting CRM and marketing‑driven selling tactics
• Hands‑on experience with multiple sales techniques, including self‑initiated calls, Zoom calls, and setup/working conferences and industry events
• Track record of achieving lead‑flow and sales quotas
• Understanding of sales performance metrics
• Excellent communication and negotiation skills
• Ability to deliver highly engaging presentations to small and large groups
• Demonstrated understanding of the higher education operating environment

Compensation…