Sales Development Representative (SDR)

Location: Remote (U.S.) Reports to: Director of Revenue Operations & Sales Enablement About BrightBee About the Role We’re looking for an SDR who has lived the reality of working in schools. This role is the front door of our sales motion: you’ll open conversations with district HR leaders and their teams, build genuine relationships across district offices, and book qualified meetings for our sales team. Your credibility as someone who has been in the building and understands what it means when a classroom or cafeteria is short-staffed is what will set you apart. This is a phone-first role. You’ll spend most of your day in live conversations, working to generate interest in BrightBee solutions What You’ll Do Conduct high-volume, high-quality outbound calling to K-12 district HR contacts within assigned territories, supplemented by short, purposeful follow-up emails Partner with Sales to develop a strategic, regional approach. Develop targeted prospect lists, researching districts, identifying the right contacts, and prioritizing outreach within strategic focus areas. Develop authentic relationships with everyone you reach, including front-office staff and administrative gatekeepers, treating every conversation as an opportunity to learn about the district’s staffing needs Translate what you hear into concise, personalized follow-up that reflects each district’s specific needs Book qualified meetings for Account Executives and own the handoff, including confirmation and reminder touchpoints that drive meeting attendance, not just meeting acceptance Track activity, conversations, and pipeline contributions accurately in our CRM Share what you’re learning from the field to help refine messaging, targeting, and outreach strategy What You’ll Bring Required Direct K-12 experience as an educator, paraprofessional, substitute, or school/district staff member. You understand district operations and the daily impact of support staff shortages firsthand Genuine comfort and energy on the phone; you’d rather have ten real conversations than send a hundred emails Persistence and consistency. You’re energized by daily outreach and building familiarity with contacts over time. Strong self-direction: you can take a territory or target list and independently figure out who to call and why Clear, simple, communication style, with the discipline to keep messages short and relevant Curiosity and respect in every interaction, regardless of the person’s title Preferred Experience selling to or working with school districts Prior SDR, BDR, or other outbound experience Familiarity with CRM tools and basic prospecting research What Success Looks Like Qualified meetings booked, and a strong show rate on those meetings Consistent daily call activity that builds name recognition with districts A growing network of district contacts who know you and take your calls Follow-up that’s personalized, timely, and reflects real listening Location California preferred, but may also work remotely in the following states: IL, IN GA, MA, MI, NC, NJ, NV, or WY Compensation OTE of $70,000-90,000 depending on experience and location, plus full benefits, unlimited PTO, and stock options.