• Proactively identify and source leads using online research, aged care directories, LinkedIn, industry networks, event lists, and public websites • Build prospect lists aligned to organization’s ideal customer profile • Identify key decision makers including CEOs, COOs, CIOs, IT Managers, Operations Managers • Import new leads into the CRM with accurate and complete contact details • Conduct high volume outbound calls to introduce organization and generate interest • Use structured call scripts and talk tracks to qualify interest and progress conversations • Follow up leads consistently via phone, email, and LinkedIn to drive meeting outcomes • Handle objections professionally and confidently, with a focus on booking the meeting as the next step • Book qualified meetings directly into the sales team calendar • Ensure every lead has a clear next step and follow up date scheduled in the CRM • Maintain an accurate and up to date lead pipeline and deal pipeline • Move prospects through pipeline stages based on activity and engagement • Support conversion by ensuring prospects progress from meeting booked through to proposal stage and closed won • Build and execute outbound email campaigns from within the CRM • Segment lead lists based on service type, organization size, location, and intent signals • Maintain email hygiene, unsubscribe compliance, and correct CRM tagging • Track campaign performance and improve messaging based on open rates, replies, and meeting conversions • Maintain accurate records for all outreach activity including calls, emails, notes, and outcomes • Ensure contact details, organizations, and pipeline stages are correct and current • Regularly clean and enrich CRM data to improve targeting and conversion performance • Tag and categories lead correctly to support reporting and future campaigns • Provide weekly reporting on outbound activity and performance • Track progress against KPIs including calls, emails, meetings booked, and conversion rates • Monitor pipeline health and identify bottlenecks in lead progression • Share feedback on messaging, objections, and market insights to improve outbound strategy

• Own deep account research and targeting. • Identify high potential accounts using data and market signals. • Conduct research on companies, stakeholders, and industry trends that actually matters. • Map buying groups and uncover key decision makers. • Monitor triggers like funding rounds, hiring trends, product launches, and ad spend. • Translate signals into timely, relevant outreach strategies. • Craft highly tailored emails and LinkedIn sequences that get responses. • Develop hypotheses on customer pain points and align messaging accordingly. • Partner with Account Executives to refine account strategies. • Provide rich context and insights ahead of meetings. • Track outreach performance and iterate based on results.

The role: As a Sales Development Representative (SDR) you will work across Newsela’s Sales organization to support aggressive growth by researching, prospecting through calls and emails, and qualifying leads in order to build pipeline for Sales Reps. Your days will be composed of responding to inbound inquiries, proactive cold outreach to potential new customers, and providing online product demonstrations that draw prospects into initial discovery calls and identify key needs that ultimately lead to qualified opportunities for our Sales team. Why you'll love this role: - You will collaborate within the Sales organization to inform strategy and process that enhances sales performance - You will be part of a team that has incredible support through sales training and enablement, as well as through marketing and operations - As the initial point of contact with prospects, you’ll represent the future of education, enhancing how districts and teachers engage students, and helping provide approaches that allow educators to design customized learning for different levels of reader - Your feedback from the market will also help drive future product enhancements Why you're a great fit: - You have 1+ year of lead generation or inside sales experience - Your pipeline generation experience includes engaging prospects through email and phone conversations that lead to qualified meetings - You leverage your Salesforce.com experience and sales process training to tactfully manage a pipeline to meet and exceed team goals - You are familiar with sales platforms such as Salesloft, Outreach.io, or Yesware - You are an excellent communicator who can truly empathize with the challenges our different buyers face - You’re able to establish clear value propositions that connect buyer/user needs to the product and services we offer - You thrive in a fast-paced environment and use your creativity when partnering with team members to ensure flawless execution Compensation: Base compensation: $55,000 On-Target Commission (OTC): $25,000 On-Target Earnings (OTE): $80,000 Total compensation for this role also includes incentive stock options and benefits. Why you’ll love working at Newsela: - Health & Wellness: Comprehensive medical benefits with employer contribution to premiums and to HSA accounts. Additional benefits such as pet insurance, free access to the Calm app, and more to help you stay healthy: mind, body, and soul. - Work From Home: We are a fully remote company. We provide a monthly tech stipend to support your WFH needs! - Supporting ALL Families: Inclusive benefits to support you and your family, including parental leave, fertility support, adoption, and more! - Financial Wellbeing: Invest in your future with our 401(k) plan, which includes a employer match to help you build long-term financial security. - Time Off: Flexible PTO plus 10 company holidays plus winter break (Dec 24th - Jan 1st). - Professional Development: Newsela offers an annual learning and development allowance to employees to attend external training sessions, classes, workshops, conferences, and educational materials to foster professional growth within their current role and career aspirations at Newsela. - Make A Difference: No matter your role or department, the work you do each day helps share the future of education and improves the lives of students and teachers. About Newsela: Newsela takes authentic, real world content from trusted sources and makes it instruction ready for K-12 classrooms. Each text is published at five reading levels, so content is accessible to every learner. Today, over 3.3 million teachers and 40 million students have registered with Newsela for content that's personalized to student interests, accessible to everyone, aligned to instructional standards, and attached to activities and reporting that hold teachers accountable for instruction and students accountable for their work. With over 15,000 texts on our platform and multiple new texts published every day across 20+ genres, Newsela enables educators to go deep on any subject they choose. #LI-Remote Final compensation will be determined based on the candidate’s individual skills, qualifications, and experience. Total compensation for this role also includes incentive stock options and benefits. This role will also will also be eligible for variable compensation. Base Compensation Range $55,000—$55,000 USD

• speak directly with prospects about their workflows, problems, and buying triggers • own outbound prospecting across cold email, LinkedIn, and calling • research and break into $B+ industrial and energy companies • qualify inbound and outbound leads and book high-quality meetings • iterate on messaging based on real conversations, not theory • move fast — because perfectionism kills momentum