Role Description Kickstart your sales career: $72k base, $128,640 OTE uncapped, 140%+ achievable. As an Inbound Sales Development Representative, you’ll be working with our ANZ sales team under the guidance of a Sales Development Manager and will be instrumental in shaping and driving a surge in qualified leads and opportunities, contributing directly to our bold goal of transforming workforce management at Employment Hero. Through strategic prospecting, engaging communication, and strong relationship-building, you’ll empower businesses to thrive and employees to excel with our innovative solutions. This role must be based in Australia. Your key focus areas will be: - Qualify and Convert Inbound Leads – Efficiently assess and qualify inbound leads to ensure they meet ideal customer profiles, then book high-quality meetings for the sales team. - Activity Targets – Consistently generate a set number of qualified opportunities per month, contributing to overall revenue and sales growth. - Fast & Effective Lead Response Time – Engage with inbound leads promptly to maximise conversion rates. - CRM Accuracy & Data Management – Maintain up to date and accurate records of lead interactions and progress in the CRM to support sales forecasting and decision-making. This will include: - Initiating contact with potential customers through inbound inquiries to source new sales opportunities. - Conducting discovery calls to effectively understand customer needs and requirements. - Routing promising opportunities to the appropriate Account Executives for further development and closure. - Conducting thorough account research, identifying key decision-makers, and generating interest in our offerings. - Maintaining and growing your prospect database within your assigned segment. - Collaborating on delivering engaging online demos to prospects as needed. Qualifications - Proven experience in high-volume inbound sales (B2B). - Familiarity with tools like LinkedIn Sales Navigator, Lusha, ZoomInfo, and Outreach. - A track record of consistently exceeding targets. - Strong phone presence and resilience, comfortable with spending significant time on the phone. - Excellent verbal and written communication skills. - Strong listening and presentation abilities. - Ability to multi-task, prioritise, and manage time effectively. Benefits - You will work remotely, with the flexibility to own your time and impact. - You will access cutting-edge tools to amplify your work, knowledge and outputs. - You’ll surround yourself with ambitious, outcome-driven colleagues who challenge you to do the best work of your life. - You’ll own ESOP (employee share options) in one of the world’s fastest-growing tech companies. - You’ll also have access to a wide range of benefits that includes: - A very generous paternity leave policy. - Subsidised egg freezing (so you can make the choice that’s right for you, on your terms). - A WFH office expense budget. - Outstanding learning & development opportunities.

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