Sr Sales Development Representative

We believe in the power and joy of learning At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education. We trust in the impact and delight of learning Cengage's Higher Education business supports learning and student success by providing exceptional materials and digital solutions to faculty and students enrolled in two-year, four-year, and vocational programs.

We serve more than 10 million of the 18 million students in US higher ed, setting a world-class standard of service for our customers. Our quality course materials range from textbooks and eBooks to courseware like Mind Tap and Web Assign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions, empowering students to bring to bear the power and joy of learning to transform lives!

Our culture values inclusion, engagement, and discovery Our business thrives on a strong culture of inclusion. Creating an inclusive workplace is essential to the success of our company and our learners. We value diverse perspectives and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. Our programs, benefits, and initiatives are integrated into the fabric of our daily operations, fostering engagement and discovery.

The Senior Sales Development Representative is an experienced individual contributor charged with developing a qualified sales pipeline by means of targeted outbound communication and meaningful sales interactions. Throughout Cengage Higher Education, you will connect institutional priorities with solutions that advance affordability, access, engagement, and student success. As a senior individual contributor, you will independently manage complex accounts and partner groups. You will also support team growth by coaching colleagues, exchanging proven techniques, and streamlining processes.

Success depends on consistent delivery, consultative discovery, wise decision-making, and effective collaboration with Sales, Marketing, and Revenue Operations.

• Consistently drive qualified client meetings and sales pipeline by means of targeted outbound prospecting, account-centered outreach, and working alongside sales.
• Strategically invite key personas to in-person and virtual Cengage events that develop CUI opportunities.
• Build and complete personalized multi-channel outreach across phone, email, Linked In, and other approved channels.
• Research institutions and accounts to identify business goals, initiatives, influencers, decision-makers, and potential buying groups; translate those insights into relevant messaging.
• Navigate complex accounts and involve several interested parties to generate momentum, boost meeting quality, and strengthen opportunity potential.
• Nurture and manage leads until they are sales-ready, providing sales partners with complete qualification context, clear next steps, and a high-quality handoff.
• Partner closely with Sales to prioritize accounts, align on outreach strategy, and support timely follow-up and disposition.
• Ensure accurate and up-to-date CRM documentation for activity, qualification findings, lead status, disposition, and next steps; draw on performance data to set work priorities and boost results.
• Serve as a role model and peer resource by supporting onboarding, mentoring teammates, sharing guidelines, and contributing to pilots or process improvements.

• More than 2 years of proven success in Sales Development Representative (SDR) positions; experience in SaaS is desirable.
• A demonstrated track record of meeting or exceeding goals for qualified meetings, sales-qualified leads, opportunity creation, or pipeline contribution.
• Advanced consultative discovery and qualification skills, including the ability to uncover business priorities, assess fit, identify collaborators, and secure a clear next step.
• Experience prospecting into complex organizations, engaging multiple collaborators, and tailoring outreach to different roles and business contexts.
• Strong verbal and written communication skills, combined with the professional demeanor, persistence, and judgment needed to establish credibility with prospects and internal partners.
• Strong proficiency with CRM systems, sales engagement tools, Linked In, and Microsoft Office applications, along with high standards for data quality and follow-through.
• The ability to apply activity, conversion, and account insights to prioritize work, identify performance gaps, and modify your approach.
• Excellent organization and time-management skills, with the capability to handle a high-volume workload independently while preserving quality.
• Experience supporting, mentoring, or orienting peers and the ability to lead through example without formal…