The Role
Drive outbound prospecting and run multi-touch sequences into education, corporate L&D, and government buyers. Qualify inbound leads using frameworks (e.g., BANT/MEDDIC), book discovery meetings for AEs, and maintain accurate CRM hygiene. Report outbound metrics, share feedback with Marketing, and refine targeting and messaging to improve conversion.
Summary Generated by Built In
Outbound Prospecting
- Build and work target account lists across international markets (US/UK/Middle East or as assigned) using Apollo.io and other prospecting tools
- Run multi-touch outbound sequences (email, LinkedIn, phone/cold call) into K-12, Higher Ed, Corporate L&D, and Government personas
- Continuously refine targeting and messaging based on response and conversion data
Inbound Lead Follow-Up & Qualification
- Respond to and qualify inbound leads from marketing campaigns within agreed SLAs
- Apply a consistent qualification framework (e.g., BANT/MEDDIC) to assess fit, budget, timeline, and decision-making process
- Disqualify or nurture leads that aren't sales-ready, and route them back to Marketing with clear reasoning
Handoff & Pipeline Hygiene
- Book qualified discovery meetings/demos for Account Executives, with full context handed off (pain points, stakeholders, timeline)
- Log all activity, lead status, and qualification notes accurately in Zoho CRM
- Maintain SLA turnaround times on both inbound leads and outbound-sourced responses
Feedback Loop
- Share lead quality and conversion feedback with Marketing to improve targeting and campaign design
- Report weekly/monthly on outbound activity, response rates, and MQL-to-SQL conversion
- Flag patterns in objections or disqualification reasons to inform messaging and positioning
Preferred Skill Set:-
- Prior experience prospecting into education or public-sector accounts (RFPs, tenders, procurement cycles)
- Familiarity with assessment, proctoring, or LMS/LXP category products
- Experience with sales sequencing/outbound automation tools and A/B testing outreach copy
Requirements
- 5+ years of B2B inside sales experience, with meaningful time spent specifically in lead generation, SDR/BDR, or qualification-focused roles (not purely full-cycle closing)
- Experience prospecting into international markets (US/UK/Middle East or similar), ideally SaaS or EdTech
- Track record of hitting activity and pipeline-generation targets (calls, meetings booked, SQLs delivered)
- Strong discovery skills — able to quickly assess fit and qualify (or disqualify) a prospect without over-investing time
- Proficiency with CRM tools (Zoho CRM or equivalent) and sales engagement/prospecting tools (Apollo.io or equivalent)
- Excellent written and verbal communication; comfortable cold-calling and handling early-stage objections
- Comfortable working across time zones for international coverage
Skills Required
- 5+ years of B2B inside sales experience with focus on lead generation, SDR/BDR, or qualification roles
- Experience prospecting into international markets (US/UK/Middle East or similar), ideally SaaS or EdTech
- Proven track record of hitting activity and pipeline-generation targets (calls, meetings booked, SQLs delivered)
- Strong discovery and qualification skills to assess fit, budget, timeline, and decision process quickly
- Proficiency with CRM tools (Zoho CRM or equivalent) and sales engagement/prospecting tools (Apollo.io or equivalent)
- Excellent written and verbal communication; comfortable cold-calling and handling early-stage objections
- Comfortable working across time zones for international coverage
- Prior experience prospecting into education or public-sector accounts (RFPs, tenders, procurement cycles)
- Familiarity with assessment, proctoring, or LMS/LXP category products
- Experience with sales sequencing/outbound automation tools and A/B testing outreach copy
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The Company
What We Do
Excelsoft Technologies is a global vertical SaaS company specializing in the learning and assessment market. The company provides AI-powered, technology-based solutions across diverse learning and assessment segments through cloud-based platforms. It focuses on creating transformative digital learning experiences and impactful content solutions, delivering innovative and next-gen educational tools for a global audience.
