Sales Development Representative (Americas)

Role Overview

As a Sales Development Representative (SDR) at Indigo, you will be the first voice prospective families hear. Your core mission is to connect with inbound and outbound leads through high-quality phone outreach, quickly build rapport, qualify interest, and schedule consultations for senior sales staff (primarily the US, Canada, LATAM). This role is centered on conversation, responsiveness, and persistence and is ideal for someone who is energized by speaking with families, uncovering motivations, and moving opportunities forward through direct outreach. You will play a critical role in creating strong first impressions, increasing booked consultations, and helping more students and families take the next step with Indigo.

Responsibilities

Phone Outreach & Lead Qualification (60%)

• Engage quickly and professionally with prospective families who inquire about Indigo programs, with a strong emphasis on outbound and follow-up calling.

• Conduct high-quality discovery and screening calls to understand the student’s academic background, interests, goals, timeline, and overall fit for Indigo’s programs.

• Build trust and rapport with families over the phone, confidently guiding conversations and addressing early questions or hesitation.

• Use a structured qualification approach to identify high-intent, high-fit leads and move them efficiently toward a consultation.

• Maintain strong daily call activity, including prompt follow-up with new inquiries and persistent outreach to warm leads.

• Re-engage unresponsive or undecided prospects through thoughtful call-based outreach that keeps Indigo top of mind.

• Serve as the front line of the sales process, ensuring families feel heard, informed, and excited about the opportunity to work with Indigo.

CRM Management (20%)

• Maintain impeccable Salesforce hygiene, ensuring every lead has up-to-date notes, clear tags, accurate stage status, and documented next steps.

• Proactively manage your lead pool by following up with unresponsive prospects, re-engaging cold leads, and executing timely outreach aligned with marketing campaigns.

• Collaborate with sales leadership to identify drop-off points in the funnel and suggest process improvements that drive conversion.

• Uphold data integrity and reporting standards, enabling the broader team to make smart, data-informed decisions about marketing and sales strategy.

Collaboration (20%)

• Partner with senior sales representatives to ensure seamless handoffs and continuity in the customer journey, from first call through to close.

• Serve as a key voice of the customer by capturing insights from your conversations and sharing trends with product, marketing, and sales leadership.

• Support follow-up from webinars, events, or marketing initiatives, contributing to multi-touch engagement strategies that increase conversion across the funnel.

Expectations:

• 1–3 years of experience in sales, admissions, or a customer-facing role

• Strong verbal and written communication skills

• Detail-oriented with a high bar for data hygiene

• Familiarity with Salesforce or other CRMs is a plus

• Passion for education and belief in Indigo’s mission to democratize access to research opportunities

About Indigo Research:

• Indigo Research is an online research program that opens up research opportunities for high school students and graduate students, under the guidance of mentors from top universities worldwide.

• We pair ambitious, curious, and highly-motivated students with top professors, PhDs, and Master’s candidates to transform their academic passions into publishable research and help their applications stand out.

• Indigo Research is a part of Crimson Education – the world’s most successful college admissions company and leader in education technology and student success. The company has grown from 3 to over 500 full-time employees in the last 9 years, with more than 2500 staff who provide expert support to students aspiring to gain admissions to the Ivy League, Oxbridge, and other world-leading institutions.