Sales Development Representative (Founding)

About Edstruments

Edstruments is the finance platform for the people who keep schools and mission-driven organizations running. K-12 districts, charter networks, and nonprofits use us to plan and manage budgets, run the entire procure-to-pay cycle, and pay vendors, all synced to the legacy ERPs they already live in. We replace the spreadsheets, paper, and guesswork that bury school finance teams, and we give them back time and real visibility into their money.

We're profitable, bootstrapped, and growing, co-founded by a former Teach For America teacher (Stanford MBA, ex-McKinsey) and a CTO with a prior exit. We have product-market fit, customers who genuinely love us (106% net revenue retention, support people rave about), and a clear shot at the next stage of growth. What we don't have yet is a built-out sales motion. That's the job.

The role

This is the first dedicated growth seat at Edstruments, and we mean founding literally. You won't inherit a playbook and a lead list. You'll build the top of our funnel, figure out what messaging actually lands with school finance leaders, and turn the first wins into a system the next hires run. You'll work shoulder-to-shoulder with our Head of Growth and CEO, not book meetings and toss them over a wall.

We care more about what you've built than where you trained. If you have a year of SDR experience and want real ownership, or you're finishing a teaching commitment or coming out of college with sales reps and obvious hustle, and you're hungry to break into tech sales at a company where you'll matter, read on.

What you'll do

• Build and own the top of the funnel. Identify and prioritize the right districts, charter networks, and nonprofits, research the finance leaders inside them, and run thoughtful outreach across email, phone, and LinkedIn. We sell into a real buyer with real problems, so relevance beats volume here.
• Run our value-first offer. We lead with a Congruence Score, a short, personalized finding we deliver to a prospect about their own budget, with or without them buying anything. You'll own getting that into the right hands and turning it into a conversation. It's the most interesting cold outreach in B2B, because you're showing up with something useful instead of asking for time.
• Book qualified walkthroughs for our team and co-sell on them with the Head of Growth and CEO. You'll learn the platform deeply enough to speak credibly to a finance director about the problems it solves.
• Experiment relentlessly. Test channels, scripts, and angles; track what works; throw out what doesn't. You'll have modern tooling and the freedom to use it creatively.
• Show up in the field. Represent Edstruments at conferences and school-finance events (ASBO and the like) and turn that presence into pipeline.
• Build the system. Document what works so it becomes the playbook the next two hires run. You're seat one of a small pod.

What success looks like (first 90 days)

• You can clearly explain what Edstruments does and the problems it solves, well enough to earn a finance leader's attention.
• You're consistently generating qualified walkthroughs week over week.
• You've tested multiple outbound approaches and can tell us, with evidence, what messaging resonates with school finance buyers and what falls flat.
• You operate with rigor: organized tracking in our CRM, persistent and thoughtful follow-up, and clear prioritization of a large list without letting things slip.
• You're fluent with our AI and outreach stack and using it to out-produce a team twice your size.

You might be a fit if you

• Have ~1 year of SDR/BDR experience in B2B SaaS, or are finishing a Teach For America commitment / recent grad with college sales experience and the drive to break into tech sales. We're open to being convinced by your story.
• Write extremely well. Your emails get replies because they're worth replying to.
• Are comfortable picking up the phone and talking to people you've never met, and you handle rejection without losing momentum.
• Are genuinely AI-fluent. You already reach for AI tools to research, write, and work faster, and you can show us how. This is a hard requirement, and we'll ask you to demonstrate it.
• Are organized enough to manage a large list without anything falling through the cracks, and self-directed enough to operate without someone over your shoulder.
• Are competitive and motivated by hitting numbers and uncapped upside.
• Care about the mission. The money you help move goes back to classrooms and the kids in them.

Bonus points

• Experience selling into education, the public sector, nonprofits, or another vertical/fintech SaaS motion.
• You've helped build a sales motion from scratch, or thrived as an early hire at an early-stage company.
• A teaching background or any real exposure to how schools and districts actually operate.

Why this seat

• First-seat ownership. You build the motion. You're not employee #40 running someone else's script.
• A real path up. This is the first seat of a small sales pod, with a clear, fast track to Account Executive (typically 18-24 months on performance) and beyond as we scale. We promote from within because we have to.
• Founder and growth-lead access. You'll co-sell with and learn directly from the CEO and Head of Growth.
• Remote and built around results, not hours in a chair. We hire in two places, the SF Bay Area (near our founders) and Texas (in the heart of the districts we serve), and we do a focused in-person onboarding week early on so you're set up to win.
• A mission you can feel. School finance is one of the most stubbornly old-school functions left, and fixing it gives educators time and clarity they don't have today.