Senior SDR: Multi-Channel Outreach & Higher Ed SaaS

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

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.