Sales Development Representative; Remote, CA)

Sales Development Representatives (SDRs) generate qualified pipeline by engaging leaders and partnering with some of the largest school districts in the country. They are energized by research and account planning, using a deep understanding of the K–12 landscape to personalize outreach, navigate complex district structures, and lead thoughtful, meaningful cold calls that uncover real district priorities. As the first SDR dedicated to our Core product, you will play a foundational role in driving district-wide impact, with a focus on high-stakes opportunities like California English Language Arts (ELA) and Core curriculum adoptions.

SDRs collaborate closely with Account Executives, communicate proactively, and take ownership of every opportunity from first touch through handoff. The ideal SDR is intrinsically motivated, highly organized, intellectually curious, and thrives in a collaborative environment where preparation, continuous learning, and purposeful outreach drive results.

This is a fully remote role and an exciting opportunity to have an impact on student outcomes!

• Drive high-volume outbound prospecting through strategic email cadences and targeted daily phone outreach to key school decision-makers, including administrators and instructional coaches.
• Spearhead SDR outreach for our Core product, targeting key state initiatives and complex adoption cycles (such as CA ELA and Core curriculum adoptions).
• Proactively research and identify district curriculum adoption timelines, uncovering where school districts are in their evaluation and purchasing cycles.
• Uncover and qualify district needs through consultative conversations, transitioning high-potential leads into qualified opportunities for the Strategic Sales team.
• Partner with a dedicated Account Executive (AE) to align on territory strategy, coordinate outreach, and book introductory meetings.
• Collaborate within the Sales organization to inform strategy and processes that enhance overall sales performance and shape the go-to-market playbook for Core product initiatives.
• Contribute to a highly supportive team environment, backed by robust sales training, enablement, marketing, and operations.
• As the initial point of contact with prospects, represent the future of education by empowering districts to supplement their curriculum with differentiated instruction.
• Review calls with the SDR team, share best practices, and iterate on outreach strategies, including crafting customized talk tracks and hyper-personalized email outreach.
• Utilize data insights and maintain meticulous CRM data hygiene to track cadences, prioritize active leads, and ensure efficient pipeline management.

• 3+ years in K-12 education (as a teacher, administrator, leader, or similar role) OR 1+ year of inside sales experience (K-12 EdTech inside sales experience highly preferred), with a proven track record of engaging prospects to secure qualified meetings.
• Experience navigating the California K-12 district landscape and a proven track record of understanding district buying cycles and curriculum adoption timelines.
• Experience or background in 6–12 Secondary ELA and ELD (English Language Development) instruction or curriculum adoption is a major plus.
• Background in supporting ELLs (English Language Learners) and MLLs (Multilingual Learners) through instruction, targeted interventions, or curriculum integration is highly desirable.
• Ability to be a strategic thought partner to Account Executives (AEs), continuously researching and staying up-to-date on your region as a territory expert, tracking account activity, and managing hundreds of school accounts across designated states.
• Demonstrate intellectual curiosity and…