Role Description Turnitin is seeking a disciplined, resourceful, and self-driven Sales Development Representative to drive sales growth by strategically prospecting into new accounts and identifying high-quality leads for the sales team. As the first point of contact for new business prospects, you will be a crucial partner to our account executives. Your role is to develop a robust pipeline of qualified opportunities by: - Conducting market research - Executing data-driven campaigns - Developing dynamic territory plans You will understand the Turnitin Integrity and Assessment product portfolios to assess potential customers' needs, mitigate objections, and position the right solutions. You will own the relationship until the prospect is qualified and ready to engage with a sales account executive. Your responsibilities include: - Strategic Planning & Prospecting: Conduct market research and analysis to inform go-to-market strategy. Collaborate with your regional sales team to develop and execute a dynamic territory plan, identifying key opportunities and ensuring all activities have measurable outcomes. - Lead Generation: Actively prospect into assigned territories to generate new leads. Develop and execute targeted multi-touch inbound and outbound campaigns via social media, email, and phone to drive engagement and build a robust pipeline. - Lead Qualification & Advancement: Follow up on, qualify, and nurture all assigned leads. Navigate institutional buying processes by mapping key decision-makers and influencers. Skillfully mitigate prospect objections by clarifying concerns and responding with well-prepared solutions. - Collaboration & Communication: Work closely with the sales team to determine the next steps for each prospect. Keep the sales team informed on project statuses, ensuring all relevant CRM systems (like Salesforce.com) are updated in real-time. - Performance & Development: Achieve or exceed all assigned Key Performance Indicators (KPIs). Manage detailed prospect account lists, diligently tracking lead progress. Continuously learn and develop your technical, competitive, and sales skills. Qualifications - Bachelor’s degree or at least 5 years of relevant work experience. - 3+ years experience as a sales development representative with a track record of achieving lead/sales quotas. - Experience in a SaaS and/or Ed Tech environment is strongly preferred. - Demonstrated experience initiating and nurturing relationships with potential customers using targeted outbound prospecting techniques (social media, email, phone). - Proficiency with Salesforce or another CRM is required. - Flawless communication skills (oral and written) and comfort presenting to prospects. - Proven ability to work autonomously and as a productive team member, demonstrating a strong work ethic and a proactive approach. - Experience using prospecting applications like LinkedIn Sales Navigator. - Proven creative problem-solving approach and strong analytical skills. - Full proficiency in English. - Full proficiency in Spanish and Italian. - Core competencies for success in this role include Accountability, Resourcefulness, Collaboration & Influencing, and Curiosity. Requirements - Experience representing a company at industry events, trade shows, or webinars. - An additional European language is a plus. Benefits - Remote First Culture - Health Care Coverage* - Education Reimbursement* - Competitive Paid Time Off - Self-Care Days - National Holidays* - 2 Founder Days + Juneteenth Observed - Paid Volunteer Time* - Charitable contribution match* - Monthly Wellness or Home Office Reimbursement/* - Access to Modern Health (mental health platform) - Parental Leave* - Retirement Plan with match/contribution* * varies by country

• Perform outbound prospecting activities, and contact potential clients through phone/video calls, emails, LinkedIn or other channels • Discover new leads through creative internet research and social media monitoring/messaging, using LinkedIn Navigator and other sales tools • Develop a deep understanding of the U.S. Network Powered Solutions market, including key players, buying cycles, technical terminology, and competitive dynamics • Keep meticulous and detailed notes updated in our CRM system • Articulate Vonage's API portfolio (SMS/messages, Voice, Video, Authentication) and the differentiated value it delivers to network operators and service providers • Schedule qualified meetings and demos for our Account Managers • Collaborate with marketing, account managers, and sales leadership to optimize performance • Achieve monthly targets number of qualified Appointments & new sales Opportunities • Develop and maintain territory plan with Account Managers from your assigned geography • Have strong working product knowledge of Vonage’s API product suites • Support Vonage API marketing efforts by assisting in online and other marketing campaigns

• Create the conversations that fuel growth - Build consistent, high-quality pipeline through cold calls, thoughtful outreach, and personalised prospecting that earns the attention of the right buyers. • Build outbound systems, not just sequences - Experiment with AI, automation, enrichment, and workflow tools to create smarter, faster, and more effective outbound motions. • Become a trusted partner to your Account Executives - Work closely with your AEs to understand territories, prioritise accounts, and create opportunities that move through the sales funnel with quality—not just quantity. • Master modern outbound selling - Learn how to combine research, commercial instinct, and great conversations with AI-native workflows to create a repeatable prospecting engine. • Improve every week - Measure, experiment, refine, and continuously improve how you work. At Sprinto, we're as interested in the systems you build as the results they produce. • Build the foundation for your sales career - Every customer conversation, outbound experiment, and pipeline milestone will strengthen the commercial instincts that prepare you for larger sales opportunities in the future.

• Master enterprise account strategy - Before the first cold call, you'll map buying committees, understand stakeholder priorities, and identify the right path into every account. You'll develop the strategic account-planning skills that form the foundation of every great enterprise seller. • Build pipeline that fuels revenue - Your outbound motion—calls, emails, LinkedIn, webinars, and creative outreach—will generate qualified conversations that move deals forward. You'll be measured on business impact, not just activity, and learn what it takes to consistently create revenue opportunities. • Own a pipeline from day one - You'll create and manage a disciplined outbound motion across a 30–60 day sales cycle, building the resilience, consistency, and commercial judgment needed to succeed in enterprise sales. • Build AI-powered outbound systems - We expect you to experiment with AI, automation, and smarter ways of working. The workflows, playbooks, and systems you build won't just make you more effective—they'll become part of how Sprinto scales outbound, and a portfolio of work you'll carry throughout your career. • Learn one seat away from closing - By partnering closely with experienced AEs, you'll see how enterprise deals are navigated from first conversation to signed customer. For people who aspire to become Account Executives, this role is designed as a launchpad—not a stop.