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Sales Development Representative

Coralville, IA

Job Information:


Leepfrog Technologies, Inc. provides its CourseLeaf software to more than 280 of the nation’s most academically complex colleges and universities to manage their academic catalogs, curriculum, section scheduling, and student course search requirements.

The Sales Development Representative (SDR) is responsible for generating, qualifying, and contacting leads to provide to Account Executives for our CourseLeaf software. The SDR responsibilities include lead generation, prospecting, conducting discovery, qualifying opportunities, identifying needs and suggesting appropriate products and services, and nurturing leads through the initial phases of the sales funnel. The SDR will identify the correct contacts to reach out to, conduct cold calling and emailing, communicate during discovery to uncover needs, and gain agreement to move to next steps in partnership with senior-level Account Executives (80%). The role also will assist in contacting existing clients in our customer base for sales opportunities (20%).

An understanding of the concepts of our services and the value they provide to our client base is imperative. The SDR must have a working knowledge of computer technology in a business setting, be an excellent communicator and listener, be organized, work efficiently and keep colleagues well informed. All contacts, opportunities and activities must be documented in our Salesforce CRM system. A successful SDR will have the opportunity to move into an Account Executive role.


  • Qualify leads from marketing campaigns, conferences, social media, and website requests.
  • Contact potential clients through cold calls and emails.
  • Uncover client core needs through interviews and/or discovery questionnaires. Provide periodic summaries to the sales and marketing team. 
  • Identify clients who are a good fit for our products/services, and schedule demos and appointments. 
  • Build and maintain a pipeline of leads by prospecting and follow up.
  • Develop and maintain detailed understanding of CourseLeaf software and its capabilities. Be able to articulate the benefits and functionality of these complex software capabilities.
  • Manage and maintain leads, organizations, opportunities, and notes in our Salesforce CRM system. Ensure data is accurate and mailing lists are valid. 
  • Contact existing clients to discuss potential add-ons products and current levels of satisfaction. 
  • Travel to conferences, work at the booth, and engage with potential clients. 
  • Analyze and summarize results of activities to course correct and improve performance. 
  • Other duties as assigned.

Skills Required:

  • Excellent interpersonal and communication skills, both verbal and written. Ability to clearly convey ideas across a wide range of audiences in a clear and concise manner via phone and webinar.
  • Excellent organizational skills with strong attention to detail and the ability to manage many potential contacts and their status.
  • Strong initiative and work ethic as a self-starter. 
  • Strong results orientation to achieve goals and meet deadlines and commitments. 
  • Strong ability to build relationships with potential clients through rapport building and listening skills
  • Good technical aptitude for computer software products. 
  • Ability to work in independently in a fast-paced, entrepreneurial environment where you solve problems collaboratively with team members. 



Bachelor’s degree preferred with at least two years of previous/related experience; or a combination of education and experience. Experience in customer relationship management, account management, and/or sales is required. Telephone sales experience, experience in nurturing and qualifying leads, experience with Salesforce are preferred. Experience working in Higher Education is a plus. Incumbents must possess competency with Windows OS, Microsoft Word & Excel, Firefox, and other computer applications. The ideal candidate will be a strong verbal and written communicator, organized, dependable, detail-oriented, resourceful, and diplomatic.

Physical Requirements:

The SDR is primarily a sedentary job using office equipment and computers. This position is located in a busy, open area office, and will be faced with interruptions. The SDR is expected to travel up to 10% of the time and must be able to navigate airports, and locate client facilities. As part of the travel required, should occasionally be able to lift up to 50 pounds, and stand for 6-8 hours at a time.

Applying for:

Sales Development Representative

Leepfrog Technologies, Inc.

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Applying for:

Sales Development Representative

Leepfrog Technologies, Inc.

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Posted 03/09/18

Job ID: 63567