Hybrid Sales Development Rep

About the role

We’re looking for a Hybrid Sales Development Representative (SDR) to generate qualified pipeline across both inbound and outbound sales motions within an assigned territory. As a Hybrid SDR, you will own the front end of the customer journey for your territory. You’ll respond to and qualify inbound interest while proactively prospecting into organizations and accounts that align with our ideal customer profile. You’ll partner closely with your dedicated Drive Team, including a Sales Rep and Customer Success Manager (CSM), to develop territory strategy, prioritize accounts, create meaningful sales conversations, and generate high-quality pipeline.

Responsibilities

• Own pipeline generation across an assigned territory, balancing inbound leads and proactive outbound prospecting based on business priorities and buyer intent.
• Respond quickly and thoughtfully to inbound interest, qualifying prospects, understanding their needs, and determining the appropriate next step.
• Proactively prospect into accounts and organizations within your territory that align with our ideal customer profile.
• Partner directly with your Drive Team to develop territory and account strategies, prioritize opportunities, and align on follow-up plans.
• Execute personalized outreach across email, phone, and social channels using a research-based, value-driven approach.
• Deliver a strong buyer experience through clear communication, thoughtful storytelling, and relevant discovery.
• Run discovery conversations that uncover customer goals, challenges, and priorities, then connect those needs to relevant Instructure solutions.
• Generate pipeline that becomes qualified pipeline — validated by the Sales Rep and moved into active working pipeline.
• Prioritize prospects based on inbound intent, account potential, engagement, territory priorities, and other relevant signals.
• Build personalized messaging and sequences that reflect buyer context, industry language, and account priorities.
• Maintain strong CRM hygiene and accurate activity tracking to support reporting, forecasting, and effective territory coverage.
• Collaborate closely with Sales, Customer Success, Marketing, and other cross-functional partners to create a seamless customer experience.

Qualifications

• Growth mindset: You take initiative, learn quickly, and build your own path to success.
• Coachability: You actively seek feedback and apply it to improve your performance.
• Quality-focused: You care about creating pipeline that moves forward — not just generating activity.
• Customer-focused: You’re curious about people and organizations and can connect their challenges to meaningful solutions.
• Prioritization: You can effectively balance inbound demand with proactive outbound prospecting and know where to focus your time.
• Team-first: You collaborate openly with SDR peers and your Drive Team partners.
• Problem solving: You overcome objections and tailor your approach to each prospect and account.
• Resilience & persistence: You stay strategic and intentional through rejection, changing priorities, and longer sales cycles.
• Time management: You prioritize effectively, manage competing demands, and consistently follow through.

What We’re Looking For

Experience in sales development, outbound prospecting, inbound lead qualification, or a similar customer-facing sales role.

Ability to work in-person from our Salt Lake City office at least 2 days a week.

Strong written and verbal communication skills.

Comfort working across both inbound and outbound sales motions.

Comfort working in modern sales tools and workflows, including: Salesforce, Outreach, Demandbase, LinkedIn Sales Navigator, Zoom, Slack and Google Suite.

Ability to work independently in a remote environment while staying aligned to shared goals.

Track record of meeting goals and driving outcomes.

Compensation Range

$52,530 - $61,800