Sales Development Representative (Inbound)

About the Role At Panorama, we're on a mission to improve student outcomes, and as a Senior SDR on our Inbound team, you'll be the first point of contact for K-12 school and district leaders who have already raised their hand — requesting a demo, chatting with us on our website, downloading content, or engaging with a campaign or leads that have reached a scored-up lead threshold via engagement in various marketing channels. You'll serve as the critical bridge between Marketing and Sales, turning high-intent interest in to qualified pipeline that directly accelerates Panorama's revenue growth. Speed matters, and so do engagement and conversion: you'll respond fast, build real rapport, and turn early curiosity into a well-qualified meeting before it goes cold, all while building skills that pave the way for future growth in sales and beyond.

Requirements

• Maximize speed-to-lead by engaging new inbound leads within minutes, including real-time website chats, and turn those conversations into qualified opportunities so Account Executives meet high-potential buyers when their interest is highest.
• Achieve daily activity targets of calls and talk time, blending fast inbound response with personalized follow-up.
• Quickly diagnose need and buying context, using research and what the prospect has already shared to ask sharper questions, then qualify opportunities and set high-value meetings with decision-makers, handing off well-briefed conversations to closing reps.
• Partner with sales leadership and AEs to keep inbound handling tight, consistent, and aligned with rules of engagement on account ownership.
• Partner with Marketing to give feedback on lead quality across inbound sources, flagging when something upstream isn't working and helping sharpen targeting and campaign performance.
• Help develop and refine messaging and follow-up flows for inbound sequences.
• Stay current on industry and role trends, including new uses of AI in sales development, and bring new ideas back to the team.
• Success is measured by activity volume, lead-to-meeting conversion rate, qualified meetings held, pipeline generated, and meeting-to-opportunity conversion rate.

Our Ideal Candidate

• 1+ years in sales development or business development, ideally in SaaS, with a proven record of converting inbound interest into qualified pipeline.
• A sharp qualifier who asks good questions, listens closely, and can quickly tell whether someone is a real fit, a future fit, or a polite pass, and routes each accordingly.
• Interested in developing into more senior sales roles over time and building a long-term career in sales.
• Proactive and resourceful, with a love of winning and an eye for the untapped potential in the inbound lead pool.
• Steady under volume — can prioritize and work a high number of inbound leads, including busy weeks after a webinar or conference, without letting quality slip or leads age out.
• A warm, consultative communicator who builds rapport fast, makes people feel heard, and handles objections by pivoting and problem-solving rather than pushing a script.
• Process-driven and detail-oriented: follows a clear workflow, keeps the CRM clean without being reminded, and catches the details an AE will need before the call.
• Uses technology, including AI and automation tools, to improve workflow efficiency and support sales outcomes.
• Embraces constructive feedback, has a growth mindset, and excels at self-starting, organizing, and wants to understand why leads convert or don't.

Bonus Points

• K-12 education or EdTech experience is a plus but not required; strong SaaS or sales experience is just as valuable.
• Experience with Salesforce, Gong.io, HubSpot, Claude, ChatGPT, and Gemini, especially lead-routing and speed-to-lead workflows.
• A genuine passion for helping to improve outcomes in K12 education.

Benefits

The base salary range for this position is: $59,500 - $87,500

Our salary is just one component of Panorama’s competitive total rewards strategy that also includes annual bonuses or commission awards, equity awards, as well as other region-specific health and welfare benefits Some of the additional benefits offered are:

• 401K with an employer match
• Health, dental, vision, life insurance, and short-term and long-term disability coverage.
• Flexible spending account for health care and dependent care
• Wellness Reimbursement
• Work from Home Reimbursement
• Flexible vacation policy
• Parental leave program
• Company Issued Laptop