The Sales Development Representative creates and qualifies leads, manages the sales funnel, and supports sales team efforts in the ANZ market.
At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome.
We are looking to hire a Sales Development Representative who is highly motivated and thrives off a challenge. The Sales Development Representative (SDR) is responsible for creating and qualifying leads, setting meetings, and managing the top of the sales funnel. This individual will predominantly cover the ANZ market and be based remotely out of Australia.
About the Role
- Growth mindset: You don’t wait for others to give you the answers, you take initiative. You are motivated to succeed and build your own path to success.
- Coachability: You are eager to learn and not only take feedback openly, but you seek out feedback and find ways to implement it.
- Quality focused: You care about generating quality conversations and pipeline for our Sales team that will ultimately turn into bookings.
- Team player: You are open and collaborative with your fellow SDRs and with our Sales team. You share knowledge, ask questions and contribute to overall Drive Team success.
- Problem solving: You are able to address objections, creatively overcome challenges and adjust your strategies based on research and what each account needs. You know our market, our competitors, and how to position our solutions.
- Resilience and persistence: You are able to handle rejection and not take the first no. You are creative, strategic and intentional with how you approach your accounts.
- Time management: You own your calendar and manage your time effectively. You are self-aware about how you work best and are able to effectively prioritise tasks to maximise efficiency and results.
- Research, identify, and qualify target accounts through effective outreach methodologies and effective communication of our value proposition to key decision makers.
- Develop and implement effective sales level campaigns with lists of prospects and contacts for email/phone campaigns, conference attendance, etc.
- Work with and directly support designated Regional Sales Managers within specific territories by developing/executing original and purposeful sales content.
- Route qualified opportunities to the partnered Regional Sales Managers for further development and closure
- Responsible for prioritising, leading and documenting prospecting activities in Salesforce
- We view this as an entry-level position with a direct professional development path into the Regional Sales Manager role and have already promoted several SDRs over the past few years.
About You
- Track record of success as a Sales Development Representative or similar role.
- Experience with outbound prospecting tools and CRM systems (Salesforce, Outreach, Qualified Chat, Demandbase, etc.).
- Strong communication skills—both verbal and written.
- Ability to work independently while collaborating in a team-oriented environment.
- Self-motivated, loves a challenge
- Desire to advance career in sales
- Results-driven mindset with high energy, persistence, and a positive attitude.
- Bachelor's degree preferred but not required
- Self-driven and independent but has the ability to be coached
- Previous SaaS software sales experience a plus
We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be — and when we openly welcome those ideas, our environment is better and our business is stronger.
At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.
All Instructure employees are required to successfully pass a background check upon being hired.
Top Skills
Demandbase
Outreach
Qualified Chat
Salesforce
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