Sales Development Representative (Inbound)

About the RoleAt 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.RequirementsMaximize 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 highestAchieve daily activity targets of calls and talk time, blending fast inbound response with personalized follow-upQuickly 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 repsPartner with sales leadership and AEs to keep inbound handling tight, consistent, and aligned with rules of engagement on account ownershipPartner with Marketing to give feedback on lead quality across inbound sources, flagging when something upstream isn't working and helping sharpen targeting and campaign performanceHelp develop and refine messaging and follow-up flows for inbound sequencesStay current on industry and role trends, including new uses of AI in sales development, and bring new ideas back to the teamSuccess is measured by activity volume, lead-to-meeting conversion rate, qualified meetings held, pipeline generated, and meeting-to-opportunity conversion rateOur Ideal Candidate1+ years in sales development or business development, ideally in SaaS, with a proven record of converting inbound interest into qualified pipelineA 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 accordinglyInterested in developing into more senior sales roles over time and building a long-term career in salesProactive and resourceful, with a love of winning and an eye for the untapped potential in the inbound lead poolSteady 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 outA warm, consultative communicator who builds rapport fast, makes people feel heard, and handles objections by pivoting and problem-solving rather than pushing a scriptProcess-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 callUses technology, including AI and automation tools, to improve workflow efficiency and support sales outcomesEmbraces constructive feedback, has a growth mindset, and excels at self-starting, organizing, and wants to understand why leads convert or don'tBonus PointsK-12 education or EdTech experience is a plus but not required; strong SaaS or sales experience is just as valuableExperience with Salesforce, Gong.io, HubSpot, Claude, ChatGPT, and Gemini, especially lead-routing and speed-to-lead workflowsA genuine passion for helping to improve outcomes in K12 educationBenefitsThe base salary range for this position is: $59,500 - $87,500Our 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 benefitsSome of the additional benefits offered are:401K with an employer matchHealth, dental, vision, life insurance, and short-term and long-term disability coverage. Flexible spending account for health care and dependent careWellness ReimbursementWork from Home ReimbursementFlexible vacation policyParental leave programCompany Issued Laptop