• Reach out to leads • Qualify sales opportunities • Schedule meetings for the sales team • Update CRM and internal systems • Add value on first contact • Contribute to targets and the growth of the operation

Role Description As a Sales Development Representative (SDR), you will be responsible for proactively identifying and qualifying potential customers to fuel First Due’s sales pipeline. You will work closely with the sales team to engage prospects, schedule meetings, and support lead nurturing efforts. This is an ideal opportunity for a motivated individual looking to build a career in SaaS sales and gain hands-on experience in a high-growth company. Key Responsibilities: - Prospect and Qualify Leads: Conduct outreach via phone and email to identify and engage potential customers. - Generate Meetings for the FD Sales Team: Secure and schedule discovery calls by effectively communicating First Due’s value proposition. - Conduct Initial Discovery: Gather insights into customer needs, pain points, and buying intent to ensure a smooth handoff to the sales team. - Maintain CRM Data Accuracy: Keep all prospect interactions, lead statuses, and activities updated in Zoho CRM to ensure seamless tracking. - Collaborate with Sales & Marketing: Work closely with sales leadership and marketing teams to optimize outreach strategies and improve lead conversion. - Meet and Exceed Performance Goals: Consistently achieve or surpass KPIs related to outreach, meetings booked, and pipeline contribution. - Stay Informed on Industry Trends: Maintain a strong understanding of the public safety technology space, including key trends and challenges faced by Fire & EMS agencies. Qualifications - 2+ years of experience in a sales development, business development, or similar role (SaaS experience preferred but not required). - Strong communication and interpersonal skills, with the ability to engage prospects in meaningful conversations. - Motivated, goal-driven, and eager to learn—a true self-starter who thrives in a fast-paced environment. - Comfortable making outbound calls and following up persistently to drive engagement. - Ability to collaborate effectively with internal teams and contribute to a positive sales culture. - Proficiency with CRM tools (Salesforce, HubSpot, or similar). - Organized and detail-oriented, with strong time management skills. Requirements - All applicants must be authorized to work for any US employer in the United States. - Locality Media LLC is unable to sponsor or transition sponsorship ownership of employment visas at this time. - Hiring is contingent upon candidates successfully passing a criminal background check. - As part of the I-9 verification of authorization to work in the US, Locality Media participates in E-Verify. Benefits - Comprehensive compensation and benefits package for eligible employees. - Competitive pay. - Medical, dental, and vision coverage. - FSA/HSA. - 401(k). - Flexible PTO. - Fully remote workplace. - Technology stipend. - Opportunities for advancement. - Other benefits and perks that set our team apart.

Role Description As a Sales Development Representative (SDR), you’ll be critical in connecting schools and districts with Edmentum’s innovative learning solutions. You’ll be the first point of contact for many prospective customers, helping them understand how our tools can support their goals. You’ll collaborate closely with our Field Sales team to qualify leads, schedule meetings, and even close smaller deals independently. - Drive outbound campaigns and engage prospective customers via email and phone - Qualify leads and schedule meetings for the Field Sales team - Promote and follow up on events and marketing campaigns - Conduct virtual product demonstrations and support trial conversions - Maintain accurate records in Salesforce and contribute to campaign reporting - Stay informed on Edmentum’s offerings and the evolving K–12 landscape Qualifications - Excellent communication skills and a friendly, professional demeanor - Confidence in running virtual meetings and product demos - Organized, self-motivated, and results-driven - Experience with CRM tools like Salesforce and virtual platforms like Zoom - Eager to learn and open to coaching and feedback - Comfortable working in a fast-paced, evolving environment - Strong interest in education and technology - Collaborative and enjoy working cross-functionally - Committed to equity, inclusion, and Edmentum’s mission - Willing to take on evolving responsibilities based on business needs Requirements - Job Application Deadline: May 24, 2026 - Pay range for this role: $60,000 — $70,000 USD Benefits - Medical, dental, and vision insurance with various plan options - 401(k) retirement plan with company matching - Flexible Time Away Program - 10 paid holidays, 2 floating holidays, 1 wellness day, and a winter office closure at the end of December - Resources to promote wellness, ensuring support both professionally and personally

• Generate & Qualify Pipeline • Prospect into accounts through outbound channels including cold calling, email, LinkedIn, and sales engagement tools • Secure and qualify meetings with prospective customers by uncovering business challenges and identifying opportunities aligned to Observe.AI’s solutions • Research target accounts and prioritize outreach strategies based on ICP alignment, buying signals, and market opportunity • Consistently achieve and exceed pipeline generation metrics including meetings booked and qualified opportunities • Support Field & Event Marketing Efforts • Partner with Marketing and Sales teams to drive engagement before, during, and after events • Use tools like Vendelux to identify targets and schedule meetings around conferences and industry events • Attend customer-facing dinners, roundtables, forums, and conferences • Become a Product & Market Expert • Develop a strong understanding of Observe.AI’s AI platform and our differentiated position in the contact center and CX market • Clearly communicate value propositions to both technical and business stakeholders • Share market intelligence including customer feedback, competitor activity, and emerging AI trends • Leverage Modern Sales Technology • Utilize tools such as Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, Nooks, and other prospecting platforms to drive efficiency and pipeline visibility • Maintain accurate activity tracking, prospect data, and forecasting hygiene within Salesforce • Collaborate across GTM • Partner closely with Marketing to sharpen messaging. Giving frontline feedback from the market that can directly influence outreach strategy and the evolution of the product roadmap. • Work side by side with Account Executive teams to strategize outreach and ensure seamless opportunity handovers.