Sales Development Representative (SDR) - California

Solution Tree, Inc.; Sacramento (CA); Remote; USD 60,000 - 80,000; Full time

Job summary

Solution Tree is seeking a Sales Development Representative to execute inbound and outbound campaigns, generate qualified opportunities, and collaborate with DEPs. This remote role covers the State of California and requires residency in Pacific Time Zone.

The ideal candidate has 1–2 years of sales experience, strong written and verbal communication, and proficiency with Salesforce, Outlook, Excel, Word, and Zoom. Travel may be required occasionally.

Qualifications

• Minimum of 1-2 years of sales experience, preferably in B2B or education sales.
• Leverages modern sales technologies to research and engage with prospects through targeted campaigns.
• Strong written communication, phone, presentation, and interpersonal skills.
• Ability to ask questions, gather information, and formulate an action plan to connect customer needs to solutions.
• Ability to multi-task, prioritize, take initiative, and manage time effectively.
• Strong research skills to leverage data to inform campaign targeting strategies.
• Maintain a prospective sales pipeline and target lists in Salesforce.com
• Bachelor’s Degree preferred, but not required.

Responsibilities

• Collaborate with sales and marketing to analyze the territory and develop campaigns to target prospect and growth accounts to improve revenue penetration
• Executes campaigns and engages with customers leveraging multiple channels (phone, email) to qualify leads at the initial stages of the pipeline for the sales team of Directors of Educational Partnerships (DEPs)
• Responsible for sourcing, qualifying, and assigning leads to DEPs daily
• Helps drive sales by identifying potential customers and qualifying their interest and viability while starting the relationship with Solution Tree
• Schedules meetings for sales to continue to develop the opportunities
• Successfully manages a high volume of lead research, prospecting, outreach, and qualification motions
• Supports the DEP in outreach objectives to drive attendance to events and to further the Solution Tree brand in key markets
• Product and market knowledge: Thorough understanding of Solution Tree products and services; Ability to convey value proposition concisely to generate customer interest
• Selling Skills: Conduct research on organizations and contacts to drive new leads and sales opportunities; Manage a lead prospecting pipeline with accurate information; Demonstrate outbound calls and follow-ups; Share information with internal partners

Skills

Collaboration

Organization

Persuasive communication

Self-motivation

Initiative

Results orientation

Diagnostic information gathering

Education

Bachelor’s Degree preferred

Tools

Salesforce

Outlook

Excel

Word

Zoom

Job description

REMOTE; MUST

RESIDE IN THE PACIFIC TIME ZONE

Solution Tree

Solution Tree delivers comprehensive professional development to schools and districts around the world. We empower K–12 educators to raise student achievement through a wide range of services and products including educator conferences, customized district solutions for long-term professional development, books, videos, and online courses. Our headquarters is located in beautiful downtown Bloomington, Indiana, home of Indiana University and some of the best cultural, educational, and natural resources in the area. When you join Solution Tree, you join a highly regarded team that is dedicated to providing quality and excellence in professional development. Guided by our mission, vision, and values, our team is united under one goal – to transform education worldwide to ensure learning for all. If you have the passion and skill to help further Solution Tree’s mission, we want to hear from you.

Employees Enjoy

• Innovative, team-oriented environment
• Working with leading voices and rising stars in staff development
• A compensation package that includes competitive pay and benefits such as medical, dental, and vision insurance plans, 401k, paid time off, and more.
• Doing work that matters

Position Summary

This Sales Development Representative role is internally known as a Professional Learning Advisor:

• The territory is the State of California
• Candidates must reside in the territory (in the PacificTime Zone)

As an important member of the Sales team, the Professional Learning Advisor is responsible for executing inbound and outbound campaigns to generate qualified opportunities with prospect accounts for the sales team to pursue. Success will be measured by:

• Number of Sales Accepted Leads (SAL) received by the Directors of Educational Partnerships (DEPs)
• Number of SALs that convert to opportunities
• Number of qualified opportunities that convert to revenue
• Growth in revenue from prospect accounts

Summary of Essential Job Functions

• Works collaboratively with sales and marketing to analyze the territory and develop campaigns to target prospect and growth accounts to improve revenue penetration
• Executes campaigns and engages with customers leveraging multiple channels (phone, email) to qualify leads at the initial stages of the pipeline for the sales team of Directors of Educational Partnerships (DEPs)
• Responsible for sourcing, qualifying, and assigning leads to DEPs daily
• Helpsdrive sales by identifying potential customers and qualifying their interest and viability while starting the relationship with Solution Tree
• Schedules meetings for sales to continue to develop the opportunities
• Successfully manages a high volume of lead research, prospecting, outreach, and qualification motions
• Supports the DEP in outreach objectives to drive attendance to events and to further the Solution Tree brand in key markets
• Product and market knowledge:
  • Thorough understanding of Solution Tree products and services
  • Ability to effectively convey the value proposition of Solution Tree in a concise manner to generate customer interest
• Selling Skills:
  • Conduct research on organizations and contacts to help drive new leads and sales opportunities
  • Manage a lead prospecting pipeline and maintain accurate information about prospects and their organizations
  • Demonstrate a willingness to make outbound cold calls and send follow-ups
  • Timely information-sharing with internal partners

Competencies Required

• Collaboration Skills
• Organization Skills
• Persuasive Communication
• Self-Motivator
• Initiative
• Results Orientation
• Diagnostic Information Gathering

Work Environment

This is a remote position that requires the candidate to have a home office.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The Professional Learning Advisormust have excellent written, verbal, and auditory communication skills and ability. They must be able to travel on occasion.

Position Type

This is a full-time entry to associate-level position requiring at least one year of sales experience (preferably in B2B or education sales). Days and hours are typically Monday through Friday, 8:00 am to 5:00 pm. Occasional evening and weekend work and travel may be required as job duties demand.

Travel

While regular travel is not required for this role, there will be occasional travel of 5% - 15% for quarterly and annual meetings, as well as events.

Required Education and Experience

• Minimum of 1-2years of sales experience, preferably in B2Boreducation sales
• Leverages modern sales technologies to research and engage with prospects through targeted campaigns
• Strong written communication, phone, presentation, and interpersonal skills
• Ability to ask questions, gather information, and formulate an action plan to connect customer needs to solutions
• Ability to multi-task, prioritize, take initiative, and manage time effectively
• Strong research skills to leverage data to inform campaign targeting strategies
• Maintain a prospective sales pipeline and target lists in Salesforce.com
• Motivated and results-driven
• Strong ownership, a bias for action, and willingness to roll up your sleeves
• Bachelor’s Degree preferred, but not required
• Technologically proficient with Salesforce.com, Outlook, Excel, Word, and Zoom

Remote Work Environment and Personal Obligation Management

As a remote-first company, we are committed to providing our team members with the flexibility to work from anywhere. However, to maintain our standards of excellence and ensure uninterrupted productivity, we have specific expectations regarding the remote work environment.

Dedicated Workspace: Employees are expected to establish a dedicated, quiet workspace that is free of distractions. This environment should be conducive to professional activities and mirror the focus and privacy one would expect in an in-office setting.

Personal Obligations: While we recognize the challenges of balancing professional responsibilities with personal obligations, including childcare, we rely on our team members to manage these aspects effectively during work hours. It is essential that personal obligations do not impede work commitments. Employees are responsible for arranging appropriate care or support to ensure they can dedicate their full attention to their work tasks without interruption.

We believe these practices are key to fostering a productive and respectful remote working culture, where every team member can contribute their best work. We evaluate candidates based on a holistic view of their qualifications, including but not limited to their skills, experience, and education. Our goal is to offer a competitive compensation package that reflects the value we believe each employee brings to our team. The final salary for the position will be determined after a thorough evaluation of the successful candidate's relevant qualifications in relation to our compensation structure, which is designed to reward contributions and performance.

Our Company's Rooted Commitment to Attractive Benefits

• Employee Discounts
• Paid Vacation and Holidays (including generous personal time to celebrate holidays not listed on the company calendar)
• Employee Assistance Program (EAP)
• 401k Retirement Plan with Employer match
• Health Insurance Plans (medical, dental, vision)
• HSA and Flexible Spending Accounts (ie. childcare and many more)
• Employer-paid Short-Term Disability (STD) and Basic Life Insurance.
  • Optional Long-Term Disability (LTD) and additional coverage for Life and AD&D
• Compliance with FMLA and state-specific leave laws for necessary time off

Request for Reasonable Accommodation

If you need a reasonable accommodation to fulfill an application due to a recognized disability under applicable law, kindly email [e-mail]. Please be aware that this email is intended solely for responding to specific requests for assistance related to completing the application as an accommodation for a disability. Other inquiries will not be addressed.

Disclaimers

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Solution Tree is an affirmative action - equal employment opportunity employer.