Sales Development Representative (SDR)

Location: Remote (U.S.)

Reports to: Director of Revenue Operations & Sales Enablement

About BrightBee

About the Role

We’re looking for an SDR who has lived the reality of working in schools. This role is the front door of our sales motion: you’ll open conversations with district HR leaders and their teams, build genuine relationships across district offices, and book qualified meetings for our sales team. Your credibility as someone who has been in the building and understands what it means when a classroom or cafeteria is short-staffed is what will set you apart.

This is a phone-first role. You’ll spend most of your day in live conversations, working to generate interest in BrightBee solutions

What You’ll Do

Conduct high-volume, high-quality outbound calling to K-12 district HR contacts within assigned territories, supplemented by short, purposeful follow-up emails

Partner with Sales to develop a strategic, regional approach.

Develop targeted prospect lists, researching districts, identifying the right contacts, and prioritizing outreach within strategic focus areas.

Develop authentic relationships with everyone you reach, including front-office staff and administrative gatekeepers, treating every conversation as an opportunity to learn about the district’s staffing needs

Translate what you hear into concise, personalized follow-up that reflects each district’s specific needs

Book qualified meetings for Account Executives and own the handoff, including confirmation and reminder touchpoints that drive meeting attendance, not just meeting acceptance

Track activity, conversations, and pipeline contributions accurately in our CRM

Share what you’re learning from the field to help refine messaging, targeting, and outreach strategy

What You’ll Bring

Required

Direct K-12 experience as an educator, paraprofessional, substitute, or school/district staff member. You understand district operations and the daily impact of support staff shortages firsthand

Genuine comfort and energy on the phone; you’d rather have ten real conversations than send a hundred emails

Persistence and consistency. You’re energized by daily outreach and building familiarity with contacts over time.

Strong self-direction: you can take a territory or target list and independently figure out who to call and why

Clear, simple, communication style, with the discipline to keep messages short and relevant

Curiosity and respect in every interaction, regardless of the person’s title

Preferred

Experience selling to or working with school districts

Prior SDR, BDR, or other outbound experience

Familiarity with CRM tools and basic prospecting research

What Success Looks Like

Qualified meetings booked, and a strong show rate on those meetings

Consistent daily call activity that builds name recognition with districts

A growing network of district contacts who know you and take your calls

Follow-up that’s personalized, timely, and reflects real listening

Location

California preferred, but may also work remotely in the following states: IL, IN GA, MA, MI, NC, NJ, NV, or WY

Compensation

OTE of $70,000-90,000 depending on experience and location, plus full benefits, unlimited PTO, and stock options.

Base salary: 50-60k

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.