Sales Development Representative

Overview

At PowerSchool, we power education for students around the world. As the global leader in cloud-based K-12 software, we support the full education ecosystem—from the central office to the classroom to the home. Joining PowerSchool means being part of a mission-driven team that is transforming K-12 education by helping schools operate more effectively and deliver better outcomes for educators, students, and families.

Team Overview

The Sales Development team creates qualified pipeline that expands our impact across K-12. Working side by side with Sales, we target priority accounts, run multichannel outreach, and convert interest into high-quality meetings and sales-accepted opportunities, fueling faster cycles, higher win rates, and healthier coverage that drive new business, upsell, and cross-sell revenue.

Responsibilities

The Sales Development Representative (SDR) drives qualified pipeline through structured, multichannel outreach to K-12 accounts, both existing and net new. This role collaborates closely with Sales to target priority accounts and personas, uncover needs, and convert interest into high-quality meetings and sales-accepted opportunities within a consistent, manager-led operating rhythm.

Your day-to-day job will consist of:

• Convert inbound leads and/or run daily outbound outreach (phone, email, social, and events) to book meetings with targeted K-12 decision-makers.
• Keep CRM and other sales systems’ data accurate and up to date, including contact info, activity logs, and notes.
• Conduct thoughtful discovery conversations tailored to each persona; capture key info using the MEDDPICC framework.
• Qualify leads and create Sales Qualified Opportunities (SQOs) with clear context, next steps, and evidence, ensuring each meets agreed criteria and is accepted by an Account Executive (AE) on the Sales team.
• Personalize outreach using district-level research, local initiatives, and role-specific value messaging; test what works and share insights.
• Join regular coaching sessions on call quality, objection handling, discovery skills, and outreach strategies.
• Stay current on product updates and new features to clearly communicate value to prospects.
• Travel occasionally up to 10% for key moments such as team summits and other high‑priority events.

Success Indicators

• Activity, Meetings, and Sales-Qualified Opportunities (SQOs) at or above monthly targets
• CRM hygiene at or above standard, including required fields and MEDDPICC-based notes
• Coaching responsiveness evidenced by improving call scores and objection-handling outcomes

Qualifications

Minimum Qualifications

• Proven comfort with high-volume outbound and cold outreach across phone, email, and social media, as well as comfort with inbound lead management.
• Passion for K-12 outcomes and interest in learning public-sector purchasing basics.
• Consistent activity discipline and time management to hit goals.
• Coachable mindset with persistence, curiosity, and the ability to follow qualification scripts while learning to tailor discovery.
• Clear written and oral communication that can personalize value to district and buyer context.
• Working knowledge of Salesforce, or comparable CRM with accurate data entry and task management.
• 2+ years sales, lead generation, customer service, business development, or equivalent education with strong communication and organization skills.
• Bachelor’s degree or equivalent, or equivalent years of relevant work experience.

Preferred Qualifications

• Familiarity with persona-based messaging and capturing MEDDPICC data in CRM to support AE stage exits.
• Experience creating pipeline for SaaS in K-12 or public sector, including basic RFP awareness.
• Proficiency with modern prospecting tools such as Salesloft, Gong, and LinkedIn Sales Navigator.
• Track record of exceeding meeting and sales-qualified opportunity targets and improving conversion rates through testing and iteration.

Compensation & Benefits

Compensation & Benefits

PowerSchool offers the following benefits:

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
• Flexible Spending Accounts and Health Savings Accounts
• Short-Term Disability and Long-Term Disability
• Comprehensive 401(k) plan
• Generous Parental Leave
• Unrestricted paid time off (known as Discretionary Time Off - DTO)
• Wellness Program, including ClassPass & Employee Assistance Program
• Tuition Reimbursement
• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage

This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters.

EEO Commitment

EEO Commitment

PowerSchool is committed to a diverse and inclusive workplace. PowerSchool is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers PowerSchoolers to deliver the best results for our customers. We not only celebrate the diversity of our workforce, we celebrate the diverse ways we work. If you have a disability and need an accommodation regarding our recruiting process, please let us know by emailing accommodations@powerschool.com.