Sales Development Representative | Hybrid | Reston, VA

About the role

Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries and serving more than 21 million students. The company’s AI‑powered SaaS platform supports the entire student lifecycle, from recruitment and enrollment to workforce analytics, fundraising, and alumni engagement. The Sales Development Representative (SDR) will join the field sales team, calling into higher‑education organizations to generate leads, manage opportunities, and support the sales organization.

Responsibilities

• Drive expansion of current enterprise accounts as a key player on the field sales team.
• Manage sales forecasting, account resource allocation, strategy, and planning.
• Employ effective selling strategies to position Ellucian as a viable solution for customer needs.
• Research potential leads, use demand‑generation tactics, and develop outreach strategies to engage prospects.
• Establish strong relationships based on customer requirements and value commitment.
• Coordinate meetings or demos between qualified prospects and the sales team, ensuring seamless handover.
• Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
• Review public information (e.g., executive appointments, earnings statements, press releases) to stay updated on industry trends.
• Participate in sales meetings and provide feedback on lead quality and outreach strategies.
• Meet or exceed quotas for qualified leads, sales opportunities, and revenue generation.
• Drive complex sales cycles by orchestrating internal resources such as pre‑sales, proposals, inside sales, marketing, and sales support.
• Provide support to the field sales team to ensure internal processes advance.

Requirements

• Transferable sales experience from retail, customer service, or other relevant positions.
• Professional, friendly customer‑service attitude suitable for a higher‑education technology environment.
• Conscientious, highly motivated self‑starter who is detail‑oriented and committed to making a difference in higher education.
• Strategic thinker with effective time‑management skills focused on long‑term success.
• Excellent communication and interpersonal skills.
• Ability to work independently and collaboratively within a team.