Sales Development Representative

This role is built for someone who wants to learn how to sell and demo real solutions to real pains, not just book meetings. You’ll be the first credible voice prospects hear, opening conversations with Higher Education leaders and shaping the earliest, most critical stages of the sales cycle.

You’ll partner closely with your AE on outbound strategy, respond quickly to inbound interest, run structured discovery and hand over opportunities with the clarity AEs need to win. You’ll develop strong sales fundamentals, learn from experienced colleagues and act as the connective tissue between Marketing and Sales.

And your work matters. As the first touchpoint for institutions in the US Northeast, you influence how they understand their challenges, see our value and step into the journey with us. Your conversations don’t just fill the pipeline, they steer it. If you care about craft, pace, curiosity and helping institutions empower their educators through best-in-class learning design, you’ll thrive here.

What you’ll do:

Outbound Sales Development (45%)

• Partner with your AE to focus on the highest-value ICP accounts in the region
• Craft thoughtful, personalized outreach across email, phone, LinkedIn and events
• Engage senior Higher Ed leaders (Deans, CIOs, CTL leaders, Instructional Designers) with credibility and curiosity
• Lead first meetings and guide structured discovery that uncovers real challenges
• Spot early champions, clarify needs and shape strong use-case fit from the start

Inbound Sales Development (30%)

• Be the first trusted voice prospects hear by responding quickly and professionally
• Run short, targeted discovery conversations to understand pain, urgency and priorities
• Move qualified leads into high-quality opportunities or guide lower-intent leads into the right nurture path
• Capture crisp notes so AEs can pick up seamlessly and keep momentum strong

Opportunity Progression (10–15%)

• Join early AE conversations to ensure a confident, smooth transition
• Guide prospects through our sandbox and demo environments
• Surface early champions, blockers and relevant context
• Contribute to business cases, early proposals and next-step preparation

Admin & Learning (15% of your time)

• Keep HubSpot clean and insight-rich so pipeline decisions are fast and accurate
• Learn directly from senior team members and continuously refine your sales craft
• Participate in workshops, training and skill-development sessions
• Share prospect insights that help Marketing and Product improve our message and offering

What you bring:

• 3–5 years of B2B SaaS SDR/BDR experience
• Strong outbound skills (email, phone, LinkedIn)
• A proven track record of generating qualified US opportunities
• Confident, clear US-style communication (written and verbal)
• Ability to run structured first meetings & product demos
• CRM mastery (HubSpot Sales Workspace preferred)
• High ownership and reliable pipeline discipline
• Comfort working remotely with US prospects
• Ability to travel to our events and partners in the US East Coast 2–3 times/year
• Collaborative energy (Marketing, AEs, Product, Partner Success)
• Adaptability and initiative in a high-growth environment
• Bonus: Higher Ed or long-cycle selling experience.

What you get:

• Fair base salary with meaningful variable pay tied to the impact you make.
• Hybrid work schedule (let’s work together, how you work best).
• 25 paid holidays per year.
• A day off for your birthday.
• Advantageous pension scheme.
• 3 days of volunteering leave per year.
• €550 Learning & Development budget per year, along with 3 days paid leave for learning purposes.
• Travel allowance and Swapfiets subscription.
• Free access to the office gym.
• Unlimited access to mental health support with OpenUp service.