Business Development Representative

Stellic is growing. We're looking for a Business Development Representative who understands higher education and wants to do outbound that actually works — research-driven, human, and worth someone's time to respond to. This is a quota-carrying role where success is measured by meeting quality and pipeline generated. ABOUT US Stellic partners with universities and colleges to help students see a clear path to graduation and actually follow it. Our degree planning platform is used at institutions across the U.S., Canada, and Australia — including Cornell, Columbia, UVA, and Ohio State — supporting over 1 million students across 7 countries. We're a small team doing work that matters. We're backed by leading social impact investors and we're growing. ABOUT YOU You don't have to come from a traditional sales background. Some of our best fits have come out of higher education entirely. What matters is that you understand the space, you take goals seriously, and you can write and speak effectively. You get why registrars, VPs of Student Success, and provosts operate the way they do. You know they're dealing with shrinking budgets, enrollment pressure, and stretched teams — and you lead with something worth their time, not a pitch. You're curious, coachable, and comfortable working in a role where your output is visible. WHAT YOU'LL OWN - Pipeline Generation: Own a monthly pipeline target through strategic, personalized outbound outreach and inbound follow-up to higher education institutions. - Institutional Research: Research schools and people before you reach out. Understand what's actually happening there and craft messages that reflect it. - Meeting Targets: Set 5–8 quality meetings monthly and maintain a strong pipeline conversion rate. - Conference Presence: Attend 2–3 regional and national conferences annually to represent Stellic and build relationships face-to-face. - AE Collaboration: Partner with Account Executives on territory strategy, account priorities, and handoffs — and keep iterating on what's working. - Tool Fluency: Use AI and sales tools (Claude, Gong Engage, and a growing stack) to work faster and know when human judgment matters more than automation. TO BE SUCCESSFUL, YOU SHOULD HAVE - Some real connection to higher education — you've worked at a university, studied student affairs, worked in admissions or advising, or sold into institutions OR 1–3 years in sales, business development, or a related field, with a genuine interest in the higher ed space - Strong writing: short, specific, no filler - A track record of setting goals and following through - Comfort on the phone without being dependent on it — you know when a call is the right move - Curiosity about how AI is changing prospecting and a willingness to experiment - Familiarity with CRMs and modern sales tools - Ability to get to San Mateo 2–3 days a week Bonus: familiarity with student information systems or edtech. WHY STELLIC - Be part of a mission-driven company making a real difference for students - Learn deeply about higher education and enterprise SaaS sales - Work closely with a supportive, high-performing team that values growth and ownership - Competitive compensation, equity, and benefits - Flexible, outcomes-focused work environment - Comprehensive health coverage, 401k, commuter benefits, and team retreats STELLIC IS AN EQUAL OPPORTUNITY EMPLOYER Our company values diversity and believes diverse teams make innovation possible. We encourage all qualified applicants from any race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or other characteristics to apply.