Outbound Prospecting
- Build and work target account lists across international markets (US/UK/Middle East or as assigned) using Apollo.io and other prospecting tools
- Run multi-touch outbound sequences (email, LinkedIn, phone/cold call) into K-12, Higher Ed, Corporate L&D, and Government personas
- Continuously refine targeting and messaging based on response and conversion data
Inbound Lead Follow-Up & Qualification
- Respond to and qualify inbound leads from marketing campaigns within agreed SLAs
- Apply a consistent qualification framework (e.g., BANT/MEDDIC) to assess fit, budget, timeline, and decision-making process
- Disqualify or nurture leads that aren't sales-ready, and route them back to Marketing with clear reasoning
Handoff & Pipeline Hygiene
- Book qualified discovery meetings/demos for Account Executives, with full context handed off (pain points, stakeholders, timeline)
- Log all activity, lead status, and qualification notes accurately in Zoho CRM
- Maintain SLA turnaround times on both inbound leads and outbound-sourced responses
Feedback Loop
- Share lead quality and conversion feedback with Marketing to improve targeting and campaign design
- Report weekly/monthly on outbound activity, response rates, and MQL-to-SQL conversion
- Flag patterns in objections or disqualification reasons to inform messaging and positioning
Preferred Skill Set:-
- Prior experience prospecting into education or public-sector accounts (RFPs, tenders, procurement cycles)
- Familiarity with assessment, proctoring, or LMS/LXP category products
- Experience with sales sequencing/outbound automation tools and A/B testing outreach copy
- 5+ years of B2B inside sales experience, with meaningful time spent specifically in lead generation, SDR/BDR, or qualification-focused roles (not purely full-cycle closing)
- Experience prospecting into international markets (US/UK/Middle East or similar), ideally SaaS or EdTech
- Track record of hitting activity and pipeline-generation targets (calls, meetings booked, SQLs delivered)
- Strong discovery skills — able to quickly assess fit and qualify (or disqualify) a prospect without over-investing time
- Proficiency with CRM tools (Zoho CRM or equivalent) and sales engagement/prospecting tools (Apollo.io or equivalent)
- Excellent written and verbal communication; comfortable cold-calling and handling early-stage objections
- Comfortable working across time zones for international coverage
