Business Development Representative

Role Overview

Business Development Representative (BDR)

Key Responsibilities

• Research and identify target institutions

  using ZoomInfo, LinkedIn Sales Navigator, and CRM data.

• Execute high-volume, multi-channel outreach

  (phone, email, LinkedIn) to generate interest and schedule discovery meetings.

• Qualify inbound leads

  and move them through the early stages of the sales funnel.

• Conduct discovery conversations

  to uncover pain points and key decision-maker information for the sales team.

• Book qualified meetings

  for Account Executives, ensuring context and relevance are captured in handoff.

• Log and manage all activity in HubSpot

  , including follow-up tasks, call notes, lead status, and next steps.

• Collaborate closely with marketing

  to align outreach with active campaigns and provide feedback on lead quality.

• Stay up to date

  on higher ed tech trends and IAM challenges impacting institutions.

• Contribute to playbook updates, outreach testing, and team feedback loops.

Key Qualifications

• 1–2 years of experience in B2B sales, lead generation, or similar roles (SaaS or EdTech a plus).
• Strong communication and listening skills; confident leading conversations with IT or security stakeholders.
• Experience using HubSpot (or similar CRM tools) to track activities and follow-ups.
• Comfortable with outbound calling and high-volume activity across multiple channels.
• Highly organized, goal-oriented, and proactive in driving results.
• Ability to work well with cross-functional teams (Sales, Marketing, and Leadership).
• Self-starter who thrives in a startup or high-growth environment.
• Bachelor's degree or equivalent work experience.

Preferred (But Not Required)

• Familiarity with the

  h

  igher education ecosystem, particularly IT decision-making structures.
• Experience selling IAM, security, or EdTech software solutions.
• Knowledge of LinkedIn Sales Navigator, HubSpot Sequences, and cold outreach tools.