Sales Development Representative (Inbound)
About the Role
At Panorama, we're on a mission to improve student outcomes, and as a Senior SDR on our Inbound team, you'll be the first point of contact for K-12 school and district leaders who have already raised their hand — requesting a demo, chatting with us on our website, downloading content, or engaging with a campaign or leads that have reached a scored-up lead threshold via engagement in various marketing channels. You'll serve as the critical bridge between Marketing and Sales, turning high-intent interest in to qualified pipeline that directly accelerates Panorama's revenue growth. Speed matters, and so do engagement and conversion: you'll respond fast, build real rapport, and turn early curiosity into a well-qualified meeting before it goes cold, all while building skills that pave the way for future growth in sales and beyond.
Requirements
- Maximize speed-to-lead by engaging new inbound leads within minutes, including real-time website chats, and turn those conversations into qualified opportunities so Account Executives meet high-potential buyers when their interest is highest.
- Achieve daily activity targets of calls and talk time, blending fast inbound response with personalized follow-up.
- Quickly diagnose need and buying context, using research and what the prospect has already shared to ask sharper questions, then qualify opportunities and set high-value meetings with decision-makers, handing off well-briefed conversations to closing reps.
- Partner with sales leadership and AEs to keep inbound handling tight, consistent, and aligned with rules of engagement on account ownership.
- Partner with Marketing to give feedback on lead quality across inbound sources, flagging when something upstream isn't working and helping sharpen targeting and campaign performance.
- Help develop and refine messaging and follow-up flows for inbound sequences.
- Stay current on industry and role trends, including new uses of AI in sales development, and bring new ideas back to the team.
- Success is measured by activity volume, lead-to-meeting conversion rate, qualified meetings held, pipeline generated, and meeting-to-opportunity conversion rate.
Our Ideal Candidate
- 1+ years in sales development or business development, ideally in SaaS, with a proven record of converting inbound interest into qualified pipeline.
- A sharp qualifier who asks good questions, listens closely, and can quickly tell whether someone is a real fit, a future fit, or a polite pass, and routes each accordingly.
- Interested in developing into more senior sales roles over time and building a long-term career in sales.
- Proactive and resourceful, with a love of winning and an eye for the untapped potential in the inbound lead pool.
- Steady under volume — can prioritize and work a high number of inbound leads, including busy weeks after a webinar or conference, without letting quality slip or leads age out.
- A warm, consultative communicator who builds rapport fast, makes people feel heard, and handles objections by pivoting and problem-solving rather than pushing a script.
- Process-driven and detail-oriented: follows a clear workflow, keeps the CRM clean without being reminded, and catches the details an AE will need before the call.
- Uses technology, including AI and automation tools, to improve workflow efficiency and support sales outcomes.
- Embraces constructive feedback, has a growth mindset, and excels at self-starting, organizing, and wants to understand why leads convert or don't.
Bonus Points
- K-12 education or EdTech experience is a plus but not required; strong SaaS or sales experience is just as valuable.
- Experience with Salesforce, Gong.io, HubSpot, Claude, ChatGPT, and Gemini, especially lead-routing and speed-to-lead workflows.
- A genuine passion for helping to improve outcomes in K12 education.
Benefits
The base salary range for this position is: $59,500 - $87,500
Our salary is just one component of Panorama’s competitive total rewards strategy that also includes annual bonuses or commission awards, equity awards, as well as other region-specific health and welfare benefits
Some of the additional benefits offered are:
- 401K with an employer match
- Health, dental, vision, life insurance, and short-term and long-term disability coverage.
- Flexible spending account for health care and dependent care
- Wellness Reimbursement
- Work from Home Reimbursement
- Flexible vacation policy
- Parental leave program
- Company Issued Laptop
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