Sales Development Representative

Position Overview

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.

Responsibilities:

• 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 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

At Follett Software, our people come first.
We’re deeply committed to supporting the well-being, growth, and success of every Team Member. That commitment shows up in a thoughtfully designed, comprehensive benefits package that helps you thrive—at work and in life. Here’s what you can expect:

• Fully remote work, giving you the flexibility to do your best work from anywhere in the continental U.S. (unless otherwise noted)
• Subsidized healthcare plans, including orthodontic coverage, with HSA option that includes employer matching
• Company-paid disability and life insurance, with the option to enhance coverage through voluntary plans
• Robust Paid Time Off, including Flex PTO for salaried roles, paid parental leave, company holidays, and paid volunteer service time
• Retirement savings with employer match, vesting every pay period
• Flexible Spending Accounts for healthcare and dependent care
• Optional supplemental coverages, such as accident, hospital, and critical illness insurance, identity theft and credit monitoring, and legal protection services
• Meaningful recognition and tangible rewards that celebrate achievements, fuel motivation, and recognize both individual and team success