Business Development Representative at K12 Services in Herndon, Virginia

Job Description:

• About us


• K12 Produces Results


• thinkTANK12

K12 believes in Education for Any One.  We provide families an online option for a high-quality, personalized education experience. Students can thrive, find their passion, and learn in an environment that encourages discovery at their own pace. In support of this, we are committed to creating and maintaining a culture of inclusion and diversity where our employees are passionate about serving students and families, treat one another and customers with respect, challenge each other to innovate and always strive to do better.

The Business Development Representative is a sales and marketing role that is responsible for outbound & inbound sales lead qualification and marketing support.  The position is a member of the sales organization and works with external K-12 decision makers and influencers as well as internal sales and marketing personnel to meet and/or exceed regular performance targets for outbound calls, qualified leads passed and pipeline contribution

ESSENTIAL FUNCTIONS:   Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Creating a proactive sales plan to support existing sales team and territories create new sales opportunities


• Follow-up promptly up on all leads generated through K12 marketing programs, e.g. webinars, lunch and learns, customer symposiums, email campaigns, tradeshows


• Provide support for requests made by the sales and marketing departments to provide assistance in campaign/events, e.g. drive attendance to webinars, tradeshows, awareness campaigns


• Engage and generate interest with decision-makers and influencers in the K-12 education market – superintendents, curriculum directors, world language directors, principals, guidance counselors etc. --- developing sales-ready leads and opportunities


• Qualify new sales opportunities by applying understanding of the budget, decision-maker, specific business need, timing, and fit


• Maintain updated prospect profile data diligently in Salesforce.com – K12’s Customer Relationship Management software (CRM)


• Create a strong working relationship with inside, field and channel sales teams and provide required support to help progress sales opportunities, e.g. conduct research on prospects, arrange sales appointments


• Demonstrate ability to address each customer's unique inquiry, providing them with the proper information and appropriate solution based on their specific needs and interests


• Develop and revises calling scripts and qualification criteria


• Meet and/or exceed daily and monthly performance targets for number of outbound calls, qualified leads passed and pipeline contribution


• Manage and convert assigned renewals


• Research and profile target companies utilizing the web, Market Data Research (MDR), National Center for Educational Statistics (NCES), LinkedIn and other research tools


• Update prospect database with conversations, competitive information, company size, decision making criteria and other pertinent information (DNAs)


• Provide feedback and suggest improvements to calling campaigns, scripts, messaging

Supervisory Responsibilities: This position has no formal supervisory responsibilities.

Minimum Required Qualifcations:   

• Bachelor’s Degree(s) AND


• Two (2) years of successful inside sales, sales or customer service experience in a business-to-business environment OR


• Equivalent combination of education and experience

Certificates and Licenses: None required

Other Required Qualifications: 

• Microsoft Office (Outlook, Word, Excel, PowerPoint, Project, Visio, etc.); Web proficiency.


• Process oriented in lead management


• Firm grounding in sales processes


• Good background in using technology to perform work


• Strong verbal, phone sales, written communication and listening skills


• Proven ability to prioritize tasks and make informed decisions with emphasis on getting results


• Self-starter, results-oriented, and persuasive


• Team-oriented with an ability to work effectively across the organization to solve complex issues


• Ability to work autonomously and to demonstrate strong time management and organizational skills


• Ability to effectively manage competing priorities in a results-oriented atmosphere while demonstrating resilience


• Ability to respond appropriately to feedback, mentoring and coaching


• Proficiency with Microsoft Office (Outlook, Word, Excel, PowerPoint), and Internet tools and research


• Ability to travel up to 10% of time for training, customer visits, conferences and other events as appropriate


• Ability to clear required background check

Desired Qualifications:  

• Prior K12 experience

Work Environment:  The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• This is a home-based position

The above job is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.  All employment is “at-will” as governed by the law of the state where the employee works.  It is further understood that the “at-will” nature of employment is one aspect of employment that cannot be changed except in writing and signed by an authorized officer. 

K12 is a Federal Contractor, an Equal Opportunity/Affirmative Action Employer and a Drug-Free Workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected Veteran status age,, or genetics, or any other characteristic protected by law.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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