• Outbound prospecting including cold-calling, LinkedIn outreach, and email to cold prospects. You should bring a proven track record of outbound success securing first meetings and comfort with cold outreach and cold calling specifically. Alignment with clients local time zone for outbound calling and meetings including early morning. • Discover client pain points and overcome buying objections by helping clients see the value of our solutions. Conduct online presentations and product demonstrations. • Determine the needs of the client while managing sales objections with a consultative selling approach. Frequent communication with prospects is expected together with constant efforts to progress deals in your pipeline. • Run the entire sales process from initial prospecting to closing, supporting all three products under the Concept3D platform. • Log sales activity (prospecting, opportunities, revenue, and next steps) in Salesforce.com and keep all systems accurate and up to date. • Recommend solutions, prepare and present proposals and get contracts executed. Close new business by qualifying opportunities with key decision makers including leaders in higher education admissions and marketing. Coordinate hand-off with Client Success.

• Outbound prospecting into existing customers including referral based calling/emailing, cold-calling, LinkedIn outreach, and email to cold prospects within existing customers. You should bring a proven track record of outbound success securing first meetings and comfort with cold outreach and cold calling specifically. Alignment with clients local time zone for outbound calling and meetings including early morning. • Drive referrals and introductions within our existing customer relationships. Leverage successful deployments within customers to open up additional conversations and opportunities in other areas of the college/university • Create and build relationships across our higher education customers that yields both near term and longer term opportunities and ongoing referrals. Build account models • Discover client pain points and overcome buying objections by helping clients see the value of our solutions. Conduct online presentations and product demonstrations. • Determine the needs of the client while managing sales objections with a consultative selling approach. Frequent communication with prospects is expected together with constant efforts to progress deals in your pipeline. • Log sales activity (prospecting, opportunities, revenue, and next steps) in Salesforce.com and keep all systems accurate and up to date • Recommend solutions, prepare and present proposals and get contracts executed. Close new business by qualifying opportunities with key decision makers including leaders in higher education admissions and marketing. Coordinate hand-off with Client Success.

• Strategic Outbound Prospecting: Develop and execute active prospecting strategies (cold calling, cold emailing, social selling) • Full Sales Cycle: Manage the end-to-end sales funnel from first contact through contract closing • Consultative Selling and Diagnosis: Conduct diagnostic meetings with C-level executives and directors to identify their pain points and strategic challenges • Pipeline and CRM Management: Maintain the CRM (Salesforce/HubSpot/etc.) with excellence • Negotiation and Closing: Prepare value-based proposals, lead complex negotiations and ensure contract closures

• Proactively identify and research new donor and partner prospects aligned with Code.org’s mission and priorities • Build and manage a pipeline of qualified leads through outreach, referrals, and prospecting strategies • Conduct discovery meetings and pitch conversations to understand prospect goals and align them with funding opportunities • Collaborate with internal collaborators to develop compelling proposals, presentations, and donor materials • Drive the full sales cycle from first touch through close, with a focus on multi-year, six-figure commitments • Maintain accurate and up-to-date records in Salesforce, tracking all prospect interactions and pipeline stages • Coordinate with development operations to ensure smooth gift processing, reporting, and stewardship • Collaborate with Marketing, Programs, and Product teams to tailor donor messaging and ensure alignment with organizational priorities • Represent Code.org at conferences, donor meetings, and industry events as needed • Meet and exceed individual fundraising goals as agreed upon with the Head of Development • Contribute to team-wide initiatives to diversify Code.org’s donor base and test new fundraising strategies • Help establish scalable, repeatable outreach and pitch practices for future team growth