Sales Development Representative

With over 40 years of experience supporting innovative educational organizations, PLS 3rd Learning delivers professional development, instructional design, and custom software solutions for K–12 and higher education institutions. Our fastest-growing product, SuperEval, is trusted by education leaders across the country. We partner with associations, superintendents, school boards, and district leadership to elevate evaluation practices. Our culture is built on professionalism, respect, and open communication. We thrive by being exceptionally responsive to our clients and to one another, working both independently and collaboratively as a supportive team.

About the Role

As a Sales Development Representative (SDR), you'll be on the front lines of growth for our EdTech SaaS platform. Your primary focus will be generating and qualifying new opportunities through high-volume prospecting and outreach, with an emphasis on phone calls. Partnering closely with a West Coast–based Account Executive, you'll drive the pipeline by setting qualified meetings and expanding our reach in key states. As the first point of contact with public school superintendents and district leaders, you'll introduce our solutions, build awareness, and help strengthen our presence in school districts nationwide.

This position is a hybrid work model that allows employees to work both remotely and on-premises in our Buffalo, NY office. 
The applicant must be able to work in the Buffalo office two days a week.
 The work shift for this position after training will be 10AM -6 PM to support our west coast partners. Training will take place in the Buffalo office during regular business hours.

Key Responsibilities

• Conduct outbound prospecting through cold calls, emails, and social outreach to generate qualified leads.
• Qualify inbound leads and conduct initial discovery calls to understand districts' needs, challenges, and goals.
• Educate prospects on the benefits and features of our primary and complementary products, highlighting their value propositions and competitive advantages.
• Follow up with prospects promptly and nurture relationships through ongoing communication to progress them through the sales funnel.
• Coordinate Account Executive's discovery calls and product demonstrations for qualified leads.
• Collaborate with Account Executives and the broader sales and marketing team to support territory development and execute targeted outreach strategies to penetrate key markets.
• Research target districts, associations, and decision-makers within the assigned territory. Stay informed about industry trends, market developments, and competitor activities to identify new opportunities and refine sales strategies.
• Manage and maintain accurate records of leads, activities, and opportunities in Salesforce and HubSpot to ensure effective pipeline management and reporting.
• Meet or exceed monthly and quarterly goals for lead generation, meetings booked, and pipeline contribution.
• Represent the company with professionalism, dependability, and responsiveness in all interactions.

What We're Looking For

• Excellent written and verbal communication skills, with strong presentation abilities both virtually and in person.
• Strong understanding of sales principles and techniques, with the ability to articulate concepts in a clear and compelling manner.
• Strong interpersonal and customer service skills.
• Highly organized with attention to detail.
• Self-starter with strong time management skills and ability to handle multiple tasks and priorities simultaneously.
• Resilient and driven to achieve results, with a proactive and persistent approach to prospecting and lead generation.
• Dependable and responsive, with pride in professional growth and workmanship.
• Flexible, positive, and proactive in taking on new responsibilities.
• Proficient with Microsoft Office Suite and collaboration tools (Zoom, Teams).
• Proficiency with CRM software (e.g., Salesforce, HubSpot) and other sales proficiency tools.
• Knowledge of the K–12 and higher education industry is a plus.

Education & Experience

• Bachelor's degree in Business Administration, Marketing, Sales, or related field (preferred), or equivalent combination of education and experience.
• Prior experience in sales, customer service, SaaS, EdTech, K–12 education, or education-related roles is a plus.

Why Join Us

• Be part of a mission-driven company making a difference in education.
• Grow your career in SaaS sales while working with influential K–12 leaders.
• Work with a supportive, collaborative team that values professional growth and integrity.
• Opportunity to shape the development of untapped territory.

Physical Demands and Work Environment:

• Routine sitting, walking, talking, and hearing; using hands to keyboard.
• Occasionally required to move around the office.
• Specific vision abilities required include close vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Some lifting up to 20 pounds.

Travel Required:

• Minimal travel required, with occasional opportunities to attend conferences or team meetings.

PLS 3rd Learning is an equal opportunity employer and uses E-Verify to confirm the identity and employment eligibility of all new hires.

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Health insurance
• Paid time off
• Paid training
• Vision insurance

E

xperience:

• sales prospecting: 1 year (Required)
• CRM software: 1 year (Preferred)

Ability to Commute:

• Buffalo, NY Required 2 Days/Week)

Work Location: Hybrid remote in Buffalo, NY 14202