Role Description The Sales Development Representative (SDR) plays a critical role in generating new leads and building sales pipeline across Follett Software’s full portfolio of solutions. This position is responsible for proactively engaging prospective customers through a high volume of outbound activity, including cold calling, email outreach, and high-level discovery conversations. The primary objective of the SDR is to qualify interest, uncover business needs, and schedule high-quality sales meetings that can progress into viable sales opportunities for the broader sales organization. SDRs serve as the first point of contact for many prospects and are essential to creating a strong first impression of Follett Software. Qualifications - Associate’s Degree or equivalent and relevant work experience. - 2+ years of experience in a sales development role or similar role; experience in K-12 would be considered an advantage. - Familiarity with CRM tools is a plus. - Possess strong problem-solving abilities, able to address customer needs and adapt to challenges in a solution-oriented manner. - Communicates clearly, concisely, and confidently to a variety of audiences, with the ability to adjust messaging depending on customer needs. - Possess good organizational and time management skills, with the ability to manage multiple tasks and priorities. - Strong interpersonal skills with the ability to build rapport with prospects. Requirements - Executes both short and long-term sales strategies for assigned accounts within the designated geographical area. - Collaborate with marketing to design and implement targeted campaigns and other key initiatives. - Leverage a thorough understanding of customer buying cycles and market trends by state and local designations and applies to sales strategy as appropriate. - Proactively prospect and engage potential new customers, identifying new business opportunities across multiple products and services. - Cultivate the development of key customer relationships with key decision makers in respective geographical area of responsibility. - Generates customer interest and drives attendance at company-sponsored events, including conferences, trade shows, executive briefings, and other educational events. - Evaluate and qualify new business opportunities to ensure alignment with company goals. - Maintains accurate and up-to-date customer account, contact, lead, and other customer data in CRM. - Exhibits a high level of accountability towards achieving team goals. - Represents the Sales organization on cross-functional teams as needed. - Actively seeks professional growth opportunities, learning from others, and contributes to the development of a high performing team. - Other duties and tasks as assigned. Benefits - This role is remote and only open to candidates currently located in the United States and able to work without sponsorship. - It requires a suitable space that provides a private and quiet workplace. - Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed. Physical Requirements - Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization. - Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance. - Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials. - Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds. - Travel requirements: Minimal (less than 10%).

• Generate qualified pipeline for our Account Executive team through high-volume outbound prospecting, including cold calls, personalized emails, LinkedIn, and creative multi-channel sequences • Research target accounts and map stakeholders across Engineering, Product, and Leadership to identify the right entry points • Conduct discovery conversations that go beyond surface-level qualification, understand how development teams work, what's slowing them down, and where Cursor fits • Partner closely with AEs to develop account strategies, hand off opportunities cleanly, and stay looped in as deals progress • Hit and exceed weekly activity targets and monthly qualified meeting goals • Represent Cursor's brand and product with conviction, you'll be many prospects' first impression of the company • Bring market intelligence back to the team: what resonates, what objections are coming up, what messaging is landing • Help build the playbook, and as an early AA, your patterns and learnings will shape how this function scales

• Generate qualified pipeline for our Account Executive team through high-volume outbound prospecting, including cold calls, personalized emails, LinkedIn, and creative multi-channel sequences • Research target accounts and map stakeholders across Engineering, Product, and Leadership to identify the right entry points • Conduct discovery conversations that go beyond surface-level qualification, understand how development teams work, what's slowing them down, and where Cursor fits • Partner closely with AEs to develop account strategies, hand off opportunities cleanly, and stay looped in as deals progress • Hit and exceed weekly activity targets and monthly qualified meeting goals • Represent Cursor's brand and product with conviction, you'll be many prospects' first impression of the company • Bring market intelligence back to the team: what resonates, what objections are coming up, what messaging is landing • Help build the playbook, and as an early AA, your patterns and learnings will shape how this function scales

Role Description This 100% remote Junior Sales Development Representative (SDR) role is an excellent opportunity for dynamic, highly organized, and high-energy bilingual professionals. This position offers a unique balance, combining outbound prospecting with essential administrative management to ensure the sales pipeline runs smoothly. If you are a resilient multitasker, eager to learn, and love both connecting with people and keeping internal operations structured, this role is the perfect fit. Key Responsibilities - Conduct outbound prospecting via cold calling, email, and LinkedIn to identify, qualify, and engage potential leads. - Schedule and coordinate discovery calls, managing calendar invites and ensuring seamless communication between leads and the team. - Maintain precise data integrity by logging all outreach activities, updating internal trackers, and generating pipeline reports. - Manage email correspondence and follow-ups with prospects, clients, and team members to ensure no request is missed. - Organize and maintain sales materials, documentation, and administrative files within Google Drive for quick team access. - Support the team with market research, document preparation, and other administrative tasks to continuously optimize the sales process. Qualifications - Fluent English (C1/C2) and Spanish. - 1 – 2 years of experience in sales and/or administrative assistance. - Proficiency with Google Workspace and Microsoft Office. - Excellent communication and problem-solving skills. - Quiet home office, stable internet (≥ 10 Mbps down / 2 Mbps up), and backup connection. - Bachelor’s or Associate’s degree preferred. Benefits - Hourly rate equivalent to USD $696 – $1,044/month (experience-based). - Annual pay increments. - Discretionary client bonuses (80% of clients award year-end bonuses). - 7 U.S. federal holidays + 4 paid PTO days. - Monthly medical insurance stipend (after meeting eligibility criteria). - Birthday / Anniversary bonuses + Gym / Wellness allowance. - Unlimited online fitness classes + company events & Christmas celebrations. IMPORTANT We would like to inform you that during the first four months of employment, it is critical that candidates are available to work from the countries listed above and without any travel commitments. This is to ensure a smooth onboarding process and to allow new hires to fully focus on their roles and responsibilities. If you have a trip already planned within the next four months, we kindly request that you apply for our positions after returning from your trip. We appreciate your understanding and look forward to considering your application once you are available to commit to the role.