[Hiring] Senior Sales Development Representative @Cengage Group

Role Description

The Senior Sales Development Representative is an experienced individual contributor charged with developing a qualified sales pipeline by means of targeted outbound communication and meaningful sales interactions. Throughout Cengage Higher Education, you will connect institutional priorities with solutions that advance affordability, access, engagement, and student success.

As a senior individual contributor, you will independently manage complex accounts and partner groups. You will also support team growth by coaching colleagues, exchanging proven techniques, and streamlining processes. Success depends on consistent delivery, consultative discovery, wise decision-making, and effective collaboration with Sales, Marketing, and Revenue Operations.

What you'll do here:

• Consistently drive qualified client meetings and sales pipeline by means of targeted outbound prospecting, account-centered outreach, and working alongside sales.
• Strategically invite key personas to in-person and virtual Cengage events that develop CUI opportunities.
• Build and complete personalized multi-channel outreach across phone, email, LinkedIn, and other approved channels.
• Research institutions and accounts to identify business goals, initiatives, influencers, decision-makers, and potential buying groups; translate those insights into relevant messaging.
• Navigate complex accounts and involve several interested parties to generate momentum, boost meeting quality, and strengthen opportunity potential.
• Nurture and manage leads until they are sales-ready, providing sales partners with complete qualification context, clear next steps, and a high-quality handoff.
• Partner closely with Sales to prioritize accounts, align on outreach strategy, and support timely follow-up and disposition.
• Ensure accurate and up-to-date CRM documentation for activity, qualification findings, lead status, disposition, and next steps; draw on performance data to set work priorities and boost results.
• Serve as a role model and peer resource by supporting onboarding, mentoring teammates, sharing guidelines, and contributing to pilots or process improvements.

Qualifications

• More than 2 years of proven success in Sales Development Representative (SDR) positions; experience in SaaS is desirable.
• A demonstrated track record of meeting or exceeding goals for qualified meetings, sales-qualified leads, opportunity creation, or pipeline contribution.
• Advanced consultative discovery and qualification skills, including the ability to uncover business priorities, assess fit, identify collaborators, and secure a clear next step.
• Experience prospecting into complex organizations, engaging multiple collaborators, and tailoring outreach to different roles and business contexts.
• Strong verbal and written communication skills, combined with the professional demeanor, persistence, and judgment needed to establish credibility with prospects and internal partners.
• Strong proficiency with CRM systems, sales engagement tools, LinkedIn, and Microsoft Office applications, along with high standards for data quality and follow-through.
• The ability to apply activity, conversion, and account insights to prioritize work, identify performance gaps, and modify your approach.
• Excellent organization and time-management skills, with the capability to handle a high-volume workload independently while preserving quality.
• Experience supporting, mentoring, or orienting peers and the ability to lead through example without formal authority.
• A cooperative, development-focused approach and the ability to work well across Sales, Marketing, Revenue Operations, and Enablement.
• Knowledge of higher education, education technology, or complex B2B solutions is preferred.

Benefits

• Comprehensive and rewarding Total Rewards package designed to support and empower employees.
• Eligibility to participate in the company’s variable Sales incentive compensation program.
• Base pay range: $26.00 - $35.00 USD.
• Target Variable Compensation: $25,000.00 USD annually.
• Actual incentive earnings may vary based on achievement of performance goals.