The Business Development Representative (BDR) is responsible for creating qualified sales opportunities for our Account Executive team through strategic outbound prospecting, inbound lead follow-up, and account-based outreach. This role serves as the front end of our sales organization by identifying school districts with staffing challenges, engaging key decision-makers, and generating high-quality discovery meetings that ultimately become new partnerships.

This is an ideal role for someone who enjoys building relationships, thrives in a goal-oriented environment, wants to make a meaningful impact in K-12 education, and wants a base salary + commission.

What You'll Do

• Execute strategic outbound prospecting through phone, email, LinkedIn, conferences, and other outreach channels.
• Qualify inbound marketing leads and respond promptly to inquiries.
• Identify and engage Superintendents, Special Education Directors, Student Services leaders, HR leaders, and Purchasing contacts.
• Conduct discovery conversations to understand district staffing challenges, service gaps, and organizational priorities.
• Clearly communicate eLuma's value proposition and how our solutions help districts improve student outcomes while addressing staffing shortages.
• Schedule qualified discovery meetings for Account Executives.
• Collaborate closely with Sales, Marketing, Customer Success, and Proposal teams to support territory strategies and campaign execution.
• Maintain accurate prospecting activity, notes, and pipeline data in HubSpot.
• Participate in weekly pipeline reviews, coaching sessions, and sales development training.
• Consistently achieve or exceed monthly activity and opportunity generation goals.
• Research and identify prospective school districts and educational organizations that align with eLuma's Ideal Customer Profile.

Success Metrics
Success in this role is measured by:

• Qualified meetings scheduled
• Sales opportunities created
• Pipeline generated
• Outbound activity (calls, emails, LinkedIn outreach)
• Speed of inbound lead response
• CRM accuracy and consistency
• Contribution to overall sales pipeline growth

Required

• Bachelor's degree or equivalent experience.
• 1–3 years of experience in business development, inside sales, sales development, account management, or another customer-facing role.
• Excellent verbal and written communication skills.
• Comfortable making outbound calls and engaging new prospects daily.
• Strong organizational skills and attention to detail.
• Self-motivated with the ability to prioritize work independently.
• Experience using CRM platforms (HubSpot preferred).

Preferred
We highly value candidates with experience in K-12 education.

This may include:

• Special education teachers
• School counselors
• School psychologists
• Related service providers (SLP, OT, PT, Social Work)
• Special Education Coordinators
• District administrators
• Individuals who have supported K-12 schools in another professional capacity

What Makes Someone Successful Here

You:

• Enjoy meeting new people and starting conversations.
• Are naturally curious and ask thoughtful questions.
• Love the challenge of opening new doors.
• Are resilient and don't get discouraged by rejection.
• Are coachable and committed to continuous improvement.
• Stay organized and follow through on commitments.
• Thrive in a collaborative, team-first culture.
• Believe mission and performance can go hand in hand.

Candidates with an education background often bring valuable credibility because they understand the daily challenges school districts face. They can speak the language of educators, build trust quickly, and engage in meaningful conversations with district leaders about staffing, compliance, and student support.

While education experience is highly valued, candidates with strong sales experience and a passion for learning the K-12 market are also encouraged to apply.

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Flexible schedule
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid parental leave
• Paid time off
• Sabbatical
• Tuition reimbursement
• Vision insurance

Work Location: In person