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.

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.

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

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