Sales Development Representative

About the Role

Kuali is seeking a highly motivated Sales Development Representative (SDR) to join our team. is responsible for identifying, qualifying, and engaging prospective customers to create sales opportunities for the Account Executive team. 

This role serves as a critical link between marketing and sales by generating pipeline through proactive outreach, lead qualification, and relationship building. The SDR demonstrates a solid understanding of the sales process, effectively manages their territory, and consistently meets activity and pipeline generation goals.

Who are we? 

Kuali builds software solutions for higher education. We help our customers — colleges & universities — focus on providing a fantastic education to students by decreasing their administrative costs. We work in a competitive space, ripe for innovation, with users ready to be delighted.

Our Culture
As a company, we are guided by our cultural values:

• Iterate to evolve
• Cultivate openness
• Act with accountability
• Assume the best
• Practice humility
• Deliver amazing experiences

At Kuali, we learn from and teach each other, we practice transparency and empathy, we delight in delivering value to our customers, and we WIN!

We work remotely and have for years. Distributed work is in our bones, with a history of institutions working across state lines on open-source software for more than ten years. Our employees each work in the environment where they’re happiest, from Pennsylvania to Seattle. We work consciously to create a collaborative and healthy remote work culture, and we travel to meet in person a few times each year. 

Everyone should love their work.

At Kuali, we embrace diversity and inclusion at every level. We value and respect individuals from all backgrounds, recognizing that a rich tapestry of experiences and perspectives fuels our success as a company and enriches our collective human experience.

What you’ll be responsible for

• Represent Kuali as a leading SaaS provider in higher ed over the phone, via email, via social media, and at industry events. (expect 10% travel)
• Meet/exceed a quarterly opportunity (SQO) quota as well as weekly KPIs 
• Predictably book qualified meetings with Kuali account executives.
• Own and manage MQL follow-up as well as outbound outreach
• Create and execute effective outreach cadences to articulate our value proposition.
• Customize email, social, and phone communication to create curiosity and delight.
• Ensure all outreach and discovery notes are logged in Salesforce for a smooth handover
• Collaborate with Account Executives and Marketing to ensure alignment on target accounts and strategies
• Effectively understand prospects’ complex business and technical requirements.
• Enthusiastically participate in ongoing training and development designed to help you innovate as our market changes.
• Work closely with Kuali’s internal network of stakeholders to drive innovation, best practices, and a team environment.
• Provide feedback to Kuali’s internal network of stakeholders on sales tools, prospect intelligence, and results from campaign follow-up.

Ideal candidates have experience with:

• Bachelor's degree or equivalent work experience.
• 1-3 years of experience in sales, business development, customer-facing roles, or lead generation.
• Strong verbal and written communication skills.
• Ability to conduct professional customer conversations and uncover business needs.
• Experience using CRM platforms such as Salesforce, Dynamics 365, HubSpot, or similar tools.
• Strong organizational and time management skills.

We’d be delighted if you bring experience with:

• Bachelor’s degree in business, Computer Science, or a related field.
• Experience with SaaS products or enterprise software in higher education or research administration.
• Familiarity with HRIS, ERP, or grant management systems.
• Working knowledge of Jira, Aha!, or similar backlog tools.
• Comfort with data analysis and metrics‑driven decision making.
• Demonstrated curiosity and initiative to learn new tools and practices.

Preferred Attributes:

• Previous experience in B2B sales, SaaS, technology, or related industries.
• Familiarity with sales engagement tools and prospecting platforms.
• Knowledge of consultative selling methodologies such as MEDDIC, BANT, or Challenger.

Perks

• Remote-first work
• Top-of-the-line equipment of your choice to get your job done
• A truly exceptional benefits package including full premium coverage for employee and dependent medical and dental care
• 401(k) matching
• Employee stock option plan
• Paid Maternity/Parental leave
• All the paid time off you need (just work it out with your manager)
• Encouragement and support in learning and improving your skill-sets.
• Space to work on self-driven projects during quarterly “hack weeks”
• Employee resource groups and community events