Sales Development Representative (SDR)

Sales Development Representative (SDR)

All About Aeries

Aeries is a leading EdTech company with a data-driven Student Information System (SIS) used by over 750 K-12 school districts with millions of users throughout California and Texas. With a rich history of innovation and a proven track record of developing software focused on the whole student, Aeries ensures that student data empowers success and never impedes.

At Aeries, our mission is to deliver data-driven, intuitive, and innovative solutions that unite learning communities to advance student success. We believe strongly in the supporting role of technology in education but recognize that there’s no replacement for the wisdom and determination of the real people supporting students’ academic successes every day. That’s why our goal is to build tools that allow educators to focus on what they do best: educating.

All About the Job

Aeries Software is looking for a high-energy, results-driven Sales Development Representative (SDR) with a true hunter mentality. This role is the engine of our sales pipeline. Your primary mission is to convert inbound leads and outbound prospecting efforts into qualified meetings that drive revenue for Aeries.

You will be the first point of contact for prospects engaging through our website, digital ads, marketing campaigns, tradeshows, and conferences. You will also proactively pursue outbound opportunities to identify and engage new prospects in our key markets. Success in this role is measured by one thing above all: qualified meetings set that turn into generated revenue.

This is an ideal role for someone hungry to break into SaaS/EdTech sales, build foundational skills from the ground up, and grow within a collaborative, high-performing team.

Primary Focus Areas

Inbound Lead Follow-Up

• Rapidly respond to and qualify inbound leads generated through the website, digital advertising, email campaigns, tradeshows, and conferences.
• Engage prospects with personalized, timely outreach to understand their needs and assess fit for Aeries solutions.
• Move qualified leads efficiently through the pipeline by booking discovery meetings with Account Executives and/or Account Managers.
• Maintain meticulous lead tracking and activity logging in HubSpot and Salesforce.

Outbound Prospecting

• Identify and research target accounts in greenfield and upsell territories primarily across California and Texas.
• Build and execute targeted outbound sequences — calls, emails, video prospecting, and social outreach — to engage decision-makers.
• Develop calling, mailing, and emailing lists in partnership with Account Executives/Account Managers and the Marketing team.
• Proactively create new pipeline through consistent daily outreach activity and creative, customized messaging.

Key Responsibilities

• Set a high volume of qualified meetings that convert to revenue-generating opportunities for the sales team.
• Collaborate with Account Executives and the Marketing Coordinator to develop and execute strategic sales campaigns.
• Coordinate continuous and targeted outbound lead campaigns for individual Account Executives.
• Coordinate and assist in organizing tradeshows and conferences in key CA and TX markets; attend where applicable.
• Assist Sales Director with reporting, dashboard management, and lead tracking metrics in Salesforce.
• Support Account Executives with quote production, collateral organization, and sales logistics as needed.

Required Skills and Abilities

Hunter Mindset & Sales Skills

• Relentless drive to prospect, pursue, and convert — you do not wait for opportunities, you create them.
• Video prospecting and highly customized multi-channel outreach.
• Resilience and the ability to overcome objections with confidence and professionalism.
• Active listening, adaptability, and the ability to quickly qualify prospects.
• Strong rapport and relationship-building skills with prospects, customers, and partners.

Professional & Organizational Skills

• Coachability and a growth mindset — eager to learn, iterate, and improve.
• Exceptional organization, time management, and ability to prioritize a high-volume workload.
• Data-driven and outcome-oriented, with the ability to track and report on key performance metrics.
• Clear, concise, and effective written and verbal communication.
• Professionalism, self-awareness, and empathy for customers and teammates.
• Curious and proactive — always learning about the market, customers, and competitive landscape.
• Collaborative work style with the ability to thrive in a team environment.

Education and Experience

• Bachelor’s Degree or higher preferred, not required (equivalent work experience considered).
• 3+ years of customer service or sales experience preferred.
• SIS or EdTech industry experience is a plus, not required.
• Experience with Salesforce and/or HubSpot preferred, not required.

How Success is Measured

• Number of qualified meetings set per week/month for the sales team.
• Inbound lead response time and conversion rate from lead to meeting.
• Outbound activity volume — calls, emails, and sequences per day.
• Pipeline contribution: meetings that convert to active opportunities and closed revenue.
• Salesforce/HubSpot hygiene — accuracy and completeness of lead and activity tracking.

Position Details

Status

• Full-time
• Hourly, Non-Exempt

Work Location

• Primarily remote; HQ located in Orange, CA.
• Must work from one of the following states: AZ, CA, FL, MD, ME, MI, MO, NV, NY, OK, OR, SC, TX, UT, WA, WY.

Travel Requirements

• Minimal travel required; occasional travel within California and Texas for conferences and tradeshows.

Physical Requirements

• Prolonged periods of sustained focus during screen and computer-based work
• Ability to travel as required

Compensation

• $25.00-$28.85/hour, based on experience & skills + variable commissions

Benefits

• Health insurance coverage for employees and covered dependents
• Health Savings Account with employer contributions
• 401(k) plan with up to 4% employer match
• “Responsible PTO” with additional paid time off for sick time, volunteering, bereavement, and jury duty
• 11 paid holidays with additional paid closure between Dec 26 – Jan 1
• Educational Reimbursement program and opportunities for ongoing professional development

Aeries’ Integrity