The Business Development Representative (BDR) is responsible for creating qualified sales opportunities for our Account Executive team through strategic outbound prospecting, inbound lead follow-up, and account-based outreach. This role serves as the front end of our sales organization by identifying school districts with staffing challenges, engaging key decision-makers, and generating high-quality discovery meetings that ultimately become new partnerships.

This is an ideal role for someone who enjoys building relationships, thrives in a goal-oriented environment, and wants to make a meaningful impact in K-12 education.

What You'll Do

• Execute strategic outbound prospecting through phone, email, LinkedIn, conferences, and other outreach channels.
• Qualify inbound marketing leads and respond promptly to inquiries.
• Identify and engage Superintendents, Special Education Directors, Student Services leaders, HR leaders, and Purchasing contacts.
• Conduct discovery conversations to understand district staffing challenges, service gaps, and organizational priorities.
• Clearly communicate eLuma's value proposition and how our solutions help districts improve student outcomes while addressing staffing shortages.
• Schedule qualified discovery meetings for Account Executives.
• Collaborate closely with Sales, Marketing, Customer Success, and Proposal teams to support territory strategies and campaign execution.
• Maintain accurate prospecting activity, notes, and pipeline data in HubSpot.
• Participate in weekly pipeline reviews, coaching sessions, and sales development training.
• Consistently achieve or exceed monthly activity and opportunity generation goals.
• Research and identify prospective school districts and educational organizations that align with eLuma's Ideal Customer Profile.

Success Metrics

Success in this role is measured by:

• Qualified meetings scheduled
• Sales opportunities created
• Pipeline generated
• Outbound activity (calls, emails, LinkedIn outreach)
• Speed of inbound lead response
• CRM accuracy and consistency
• Contribution to overall sales pipeline growth