Business Development Representative (BDR) , you will be the first point of contact with higher education institutions, particularly small private colleges and community colleges, playing a critical role in generating pipeline and driving revenue. You’ll be responsible for identifying, engaging, and qualifying new sales opportunities through outbound and inbound outreach, and setting appointments for our Account Executives. This is a quota-carrying, high-velocity role focused on building meaningful relationships and uncovering challenges around identity, security, and access.

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.