Senior Sales Development Representative

Jobtailor; Massachusetts; On-site; USD 55,000 - 85,000; Full time

Job summary

Cengage is seeking a skilled Sales Development Representative to build and maintain a robust sales pipeline within the Higher Education sector. You will lead outreach across phone, email, LinkedIn, and other channels to engage institutions, identify key decision-makers, and drive qualified meetings.

You will collaborate with Sales, Marketing, and Revenue Operations to optimize outreach strategies, mentor peers, and ensure CRM data is current for effective handoffs and pipeline progression.

Qualifications

• 2+ years in Sales Development Representative roles.
• SaaS experience desirable.
• Track record of meeting/exceeding meetings and pipeline targets.
• Advanced consultative discovery and qualification skills.
• Experience prospecting into complex organizations with multiple stakeholders.
• Strong verbal and written communication skills.
• Proficiency with CRM systems, sales engagement tools, LinkedIn, and MS Office.

Responsibilities

• Develop qualified sales pipeline through targeted outbound communication and meaningful sales interactions.
• Connect institutional priorities with Cengage Higher Education solutions supporting affordability, access, engagement, and student success.
• Independently manage complex accounts and partner groups.
• Drive qualified client meetings and pipeline through outbound prospecting and account-centered outreach.
• Invite key personas to in-person and virtual Cengage events that develop Cengage Unlimited for Institutions opportunities.
• Build personalized multi-channel outreach across phone, email, LinkedIn, and other approved channels.
• Research institutions and accounts to identify goals, initiatives, influencers, decision-makers, and buying groups.
• Navigate complex accounts and engage multiple interested parties.
• Nurture and manage leads until sales-ready and provide high-quality handoffs to sales partners.
• Partner with Sales to prioritize accounts, align outreach strategy, and support follow-up and disposition.
• Maintain accurate CRM documentation and use performance data to prioritize work and improve results.
• Support onboarding, mentor teammates, share guidelines, and contribute to pilots or process improvements.
• Collaborate with Sales, Marketing, Revenue Operations, and Enablement.

Skills

Sales pipeline

SaaS experience

Consultative discovery

CRM proficiency

Higher Education knowledge

Tools

CRM Systems

Sales Engagement Tools

LinkedIn

Microsoft Office

Job description

• Develop qualified sales pipeline through targeted outbound communication and meaningful sales interactions


• Connect institutional priorities with Cengage Higher Education solutions supporting affordability, access, engagement, and student success


• Independently manage complex accounts and partner groups


• Drive qualified client meetings and pipeline through outbound prospecting and account-centered outreach


• Invite key personas to in-person and virtual Cengage events that develop Cengage Unlimited for Institutions opportunities


• Build personalized multi-channel outreach across phone, email, LinkedIn, and other approved channels


• Research institutions and accounts to identify goals, initiatives, influencers, decision-makers, and buying groups


• Navigate complex accounts and engage multiple interested parties


• Nurture and manage leads until sales-ready and provide high-quality handoffs to sales partners


• Partner with Sales to prioritize accounts, align outreach strategy, and support follow-up and disposition


• Maintain accurate CRM documentation and use performance data to prioritize work and improve results


• Support onboarding, mentor teammates, share guidelines, and contribute to pilots or process improvements


• Collaborate with Sales, Marketing, and Revenue Operations

Requirements

• More than 2 years of proven success in Sales Development Representative positions


• Experience in SaaS is desirable


• Track record of meeting or exceeding goals for qualified meetings, sales-qualified leads, opportunity creation, or pipeline contribution


• Advanced consultative discovery and qualification skills


• Experience prospecting into complex organizations and engaging multiple collaborators


• Strong verbal and written communication skills


• Proficiency with CRM systems, sales engagement tools, LinkedIn, and Microsoft Office applications


• Ability to apply activity, conversion, and account insights to prioritize work and modify approach


• Excellent organization and time-management skills


• Experience supporting, mentoring, or orienting peers


• Ability to work across Sales, Marketing, Revenue Operations, and Enablement


• Knowledge of higher education, education technology, or complex B2B solutions is preferred

Core Competencies

Demonstrates expertise in developing sales pipelines through targeted outreach and managing complex accounts. Proficient in utilizing CRM systems and sales engagement tools to drive client meetings and enhance sales strategies.

Highest-signal resume keywords

• Sales Development Representative Experience


• SaaS Experience


• Consultative Discovery Skills


• CRM Proficiency


• Higher Education Knowledge

Hard Skills

• Sales Pipeline Development


• Account Management


• Lead Qualification


• Prospecting


• Multi-Channel Outreach


• Performance Data Analysis


• Opportunity Creation


• Sales Engagement


• Time Management


• Organization

Soft Skills

• Verbal Communication


• Written Communication


• Mentoring


• Collaboration


• Organization

Industry Keywords

• Higher Education


• Education Technology


• B2B Solutions

Tools & Technologies

• CRM Systems


• Sales Engagement Tools


• LinkedIn


• Microsoft Office