Sales Development Representative, Hybrid

The Role in Brief

The Sales Development Representative is responsible for identifying and qualifying prospective higher education partners while building a strong pipeline of opportunities for the New Business team.

Primary Responsibilities

• Prospecting & Business Development
• Research and identify prospective colleges and universities that align with Hybrid's strategic growth priorities.
• Build targeted prospect lists using CRM platforms, sales intelligence tools, and market research.
• Execute high-volume, personalized outbound outreach through phone, email, LinkedIn, and other channels.
• Generate qualified meetings and sales opportunities for Business Development Directors.

Lead Qualification & Engagement

• Conduct discovery conversations with senior leaders across higher education institutions.
• Understand institutional priorities, enrollment challenges, and marketing objectives.
• Clearly articulate Hybrid's value proposition and educate prospects on our capabilities.
• Qualify opportunities using established sales methodologies and accurately document findings.

Pipeline Management

• Maintain accurate prospect records and activity within Salesforce and other sales tools.
• Manage prospect follow-up sequences to maximize engagement and conversion.
• Track outreach performance and consistently meet or exceed activity and pipeline goals.
• Maintain a healthy pipeline of qualified opportunities for the sales organization.

Collaboration & Market Intelligence

• Partner closely with Business Development Directors and Marketing to support strategic campaigns.
• Share market intelligence, prospect feedback, and competitive insights with internal stakeholders.
• Contribute ideas to improve outreach messaging, prospecting strategies, and sales processes.
• Stay informed on trends impacting higher education enrollment, marketing, and institutional strategy.

Basic Qualifications

• Bachelor's degree preferred or equivalent professional experience.
• 0-2+ years of experience in Sales Development, Business Development, Inside Sales, or a related customer-facing role.
• Experience conducting outbound prospecting through multiple communication channels.
• Strong verbal and written communication skills with the ability to engage senior decision-makers.
• Excellent organizational skills with strong attention to detail.
• Demonstrated ability to manage multiple priorities in a fast-paced environment.
• Comfortable learning new technologies including CRM and sales engagement platforms.
• Self-motivated with a strong desire to achieve and exceed performance goals.

Ideal Qualifications

• Experience selling into higher education or other complex B2B environments.
• Familiarity with Salesforce, Salesloft, Outreach, ZoomInfo, LinkedIn Sales Navigator, or similar platforms.
• Strong curiosity and consultative selling mindset.
• Resilient, coachable, and motivated by continuous improvement.
• Ability to build relationships quickly and communicate confidently with executive-level stakeholders.
• Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB's mission, values, and aspiration.

Benefits

• Medical, dental, and vision insurance plans; dependents and domestic partners eligible
• 20+ days of PTO annually, in addition to paid firm and floating holidays
• Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
• 401(k) retirement savings plan with annual discretionary company matching contribution
• Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
• Employee assistance program with counseling services and resources available to all employees and immediate family
• Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
• Fertility treatment coverage and adoption or surrogacy assistance
• Paid parental leave with phase back to work program for birthing and non-birthing parents
• Access to milk shipping service to support nursing employees during business travel
• Discounted pet health insurance coverage for dog and cat family members
• Company-provided life, AD&D, and disability insurance
• Financial wellness resources and membership in a robust employee discount program
• Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities