Sales Development Representative

Summary

Kuali builds SaaS software solutions for higher education institutions. The Sales Development Representative identifies, qualifies, and engages prospective customers, generates sales pipeline through proactive outreach, and books qualified meetings for Account Executives while collaborating with Marketing and internal stakeholders.

Responsibilities

• Represent Kuali as a leading SaaS provider in higher ed over the phone, via email, via social media, and at industry events. (expect 10% travel)
• Meet/exceed a quarterly opportunity (SQO) quota as well as weekly KPIs
• Predictably book qualified meetings with Kuali account executives
• Own and manage MQL follow-up as well as outbound outreach
• Create and execute effective outreach cadences to articulate our value proposition
• Customize email, social, and phone communication to create curiosity and delight
• Ensure all outreach and discovery notes are logged in Salesforce for a smooth handover
• Collaborate with Account Executives and Marketing to ensure alignment on target accounts and strategies
• Effectively understand prospects’ complex business and technical requirements
• Enthusiastically participate in ongoing training and development designed to help you innovate as our market changes
• Work closely with Kuali’s internal network of stakeholders to drive innovation, best practices, and a team environment
• Provide feedback to Kuali’s internal network of stakeholders on sales tools, prospect intelligence, and results from campaign follow-up

Skills

• Bachelor's degree or equivalent work experience
• 1-3 years of experience in sales, business development, customer-facing roles, or lead generation
• Strong verbal and written communication skills
• Ability to conduct professional customer conversations and uncover business needs
• Experience using CRM platforms such as Salesforce, Dynamics 365, HubSpot, or similar tools
• Strong organizational and time management skills
• Bachelor's degree in business, Computer Science, or a related field
• Experience with SaaS products or enterprise software in higher education or research administration
• Familiarity with HRIS, ERP, or grant management systems
• Working knowledge of Jira, Aha!, or similar backlog tools
• Comfort with data analysis and metrics‑driven decision making
• Demonstrated curiosity and initiative to learn new tools and practices
• Previous experience in B2B sales, SaaS, technology, or related industries
• Familiarity with sales engagement tools and prospecting platforms
• Knowledge of consultative selling methodologies such as MEDDIC, BANT, or Challenger

Qualifications

Must Haves

• Bachelor's degree or equivalent work experience
• 1-3 years of experience in sales, business development, customer-facing roles, or lead generation
• Strong verbal and written communication skills
• Ability to conduct professional customer conversations and uncover business needs
• Experience using CRM platforms such as Salesforce, Dynamics 365, HubSpot, or similar tools
• Strong organizational and time management skills

Nice to Haves

• Bachelor's degree in business, Computer Science, or a related field
• Experience with SaaS products or enterprise software in higher education or research administration
• Familiarity with HRIS, ERP, or grant management systems
• Working knowledge of Jira, Aha!, or similar backlog tools
• Comfort with data analysis and metrics‑driven decision making
• Demonstrated curiosity and initiative to learn new tools and practices
• Previous experience in B2B sales, SaaS, technology, or related industries
• Familiarity with sales engagement tools and prospecting platforms
• Knowledge of consultative selling methodologies such as MEDDIC, BANT, or Challenger

Benefits

• Remote-first work
• Top-of-the-line equipment of your choice to get your job done
• Full premium coverage for employee and dependent medical and dental care
• 401(k) matching
• Employee stock option plan
• Paid Maternity/Parental leave
• All the paid time off you need (just work it out with your manager)
• Encouragement and support in learning and improving your skill-sets
• Space to work on self-driven projects during quarterly “hack weeks”
• Employee resource groups and community events