Sales Development Representative (Lead Generation)

Illuminate Education - Atlanta, Georgia - Full time

The Sales Development Representative (SDR) will generate new business opportunities by following proven processes to prospect into targeted accounts. The position is responsible for qualifying prospects through high-level conversations with education leaders based on interest in the company’s solutions and how well prospects fit the company’s ideal customer profile. The successful candidate will be a strongly self-motivated and driven individual who is goal-oriented, methodical and tenacious, and can effectively interact with a team. This position has advancement potential within the sales organization, and the compensation package includes a commission structure.


  • Conduct sales development best practices with email, phone, and social activities to connect with new prospects.
  • Diplomatically neutralize top-of-the-funnel objections.
  • Respond rapidly to inbound leads through email and phone, as well as create outbound leads through prospecting and cold calling.
  • Skillfully build interest and create opportunities with new prospects, meeting or exceeding quota of demonstrations and qualified opportunities.
  • Work closely with marketing and sales teams to initiate the sales cycle with new prospects and current customers.
  • Coordinate demos on Account Executive’s calendar and log activities in CRM (Salesforce).
  • Develop a thorough understanding of local markets where sales prospects exist (i.e. demographics, education trends, funding, and other key external influences).
  • Maintain high level of product knowledge.
  • Diligently record activities and notes maintaining the accuracy of sales/marketing database and accounts.
  • Attend conferences as necessary (some travel required).


  • Sincere customer empathy and commitment to improving education.
  • Willingness to learn and grow.
  • Self-motivated and driven to succeed.
  • Highly organized and strong time management skills.
  • Excellent written & verbal communication.
  • Strong phone, presentation and interpersonal skills.
  • Ability to speak with teachers, administrators and senior education leaders, and ask good questions.
  • Ability to work in fast paced, changing environment.
  • Fluency in Microsoft Office Programs and Google applications.

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Experience Level

Mid Level

Illuminate Education

Illuminate Education is a market-leading Software as a Service (SaaS) student assessment and reporting platform used by K-12 administrators and educators to measure, analyze, and subsequently improve classroom and school-wide learning.

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