Sales Development Representative – EdTech

Company: Wellio

Role: Sales Development Representative – Two Positions

Location: Melbourne – Hybrid, based at The Commons in Cremorne

Salary: $65K–$70K base + super + commission

OTE: $80K–$85K

Start Date: ASAP

Introductions: Send to Chris via email

Current Process: Several candidates are already being considered (earl ystage)

Agreement; Contingency; 15%

Company Overview

Wellio is a high-growth EdTech company focused on improving student wellbeing and educational outcomes. The platform supports schools in delivering structured wellbeing programs, with strong product-market fit across the secondary school market and continued expansion throughout Australia and Asia.

The business has approximately 36 employees globally and has a long-term vision of supporting 50,000 schools and 25 million students worldwide. Wellio is independently owned, profitable and continuing to scale its Australian and international operations.

Role Overview

Wellio is hiring two Sales Development Representatives to increase the number of schools using its platform across Australia and Asia.

The SDRs will engage Heads of Wellbeing and other school decision-makers, understand the challenges within their existing wellbeing programs and articulate how Wellio could support their students and staff.

The primary outcome of the role is to generate qualified meetings between schools and Wellio’s Account Executives. Outreach will be conducted through phone, email, targeted campaigns and attendance at wellbeing and education conferences.

This is a high-activity role suited to someone with a strong competitive drive, natural curiosity and a demonstrated history of outperforming expectations. Successful SDRs will have opportunities to progress into closing and senior sales positions within Australia or Wellio’s international offices.

Key Responsibilities

Book 100 qualified meetings with schools each quarter.

Complete a minimum of 150 outbound calls per week.

Engage Heads of Wellbeing and other relevant school stakeholders.

Qualify interest in Wellio’s platform and organise demonstrations and trials.

Nurture schools through the lead-generation funnel until the timing is appropriate.

Identify the best engagement strategy based on each school’s structure and wellbeing program.

Maintain accurate CRM records covering existing programs, stakeholders and organisational structures.

Work closely with the broader sales team to develop and execute seasonal sales campaigns.

Attend relevant wellbeing and education conferences across Australia.

Participate in occasional interstate travel to represent Wellio.

Explore and apply AI tools to improve the efficiency and quality of outbound activity.

Contribute to building and improving Wellio’s SDR processes as the business scales.

Sales Metrics

Quarterly meeting target: 100 qualified meetings

Weekly activity expectation: Minimum 150 outbound calls





Ramp expectation: Half-productivity within five weeks

Full productivity: Within 12 weeks

Sales motion: Predominantly outbound, supported by marketing campaigns and conference activity

Primary market: Schools across Australia, with future exposure to Asia

Core buyer persona: Heads of Wellbeing and relevant school leadership stakeholders

Ideal Candidate Profile

Demonstrated competitive drive and a history of high performance.

Previous experience achieving sales, lead-generation or activity-based targets.

Confident communicating with prospects over the phone and through email.

Resilient and comfortable operating in an outbound environment.

Naturally curious and willing to question and improve existing processes.

Strong social intelligence and active listening skills.

Able to tailor their communication to different schools and stakeholders.

Highly organised, with the ability to manage tasks, follow-ups and competing priorities.

Comfortable working without a rigid script in a fast-changing startup environment.

Takes ownership of their performance and avoids making excuses for missed outcomes.

Motivated by the opportunity to progress quickly within a scaling sales organisation.

Genuinely interested in student wellbeing and its impact on education and young people.

Must-Have Requirements A proven record of overperformance in sales, sport, academics, business or another competitive environment.

Strong verbal and written communication skills.

Confidence conducting high-volume outbound phone activity.

Resilience, self-motivation and personal accountability.

Ability to work from Wellio’s Cremorne office as part of its hybrid working model.

Capacity to reach half-productivity within five weeks and full productivity within 12 weeks.

Willingness to attend conferences and travel interstate occasionally.

Strong Nice-to-Haves

Previous SDR, BDR, lead-generation or outbound sales experience.

Experience working in a high-volume sales environment.

Exposure to EdTech, education, wellbeing or youth-focused organisations.

Previous entrepreneurial experience or evidence of building something independently.

Experience using a CRM, outbound sequencing tools or AI productivity tools.

Ambition to progress into an Account Executive or senior sales role.

Characteristics Wellio Values

Competitive Drive and Track Record The strongest indicator of potential is evidence that the candidate has previously performed at a high level. This does not need to come exclusively from software sales.

Wellio’s successful SDRs have included:





A former professional athlete who played football overseas and sourced team sponsorships.

A psychotherapist who developed a social following and built two successful businesses.

A high-performing university tutor who operated a tuition business and led a university society.

A personal trainer who maintained 50 clients against a target of 30.

A psychology graduate who started a dress-rental business and purchased a home at 23.

A door-to-door salesperson ranked first in a team of more than 20 for eight consecutive quarters.

A former sales team leader who was the top salesperson in a high-volume B2C company before transitioning into B2B technology sales.

Assess/ index on;

Competitiveness

Curiosity

Quick thinking

EQ

Sales relevancy

Culture and Environment

High-performance and high-expectation culture.

Mission-driven work focused on improving young people’s wellbeing.

Small, high-performing team that prioritises simplicity, speed and quality.

Transparent working environment built around trust and open communication.

Independently owned and profitable business.

Flexible hybrid working workplace based at The Commons in Cremorne.

Annual company conference alternating between Melbourne and an international location.

Five weeks of annual leave.

Fun and socially engaged culture that maintains high standards without taking itself too seriously.

Recruitment Process

Stage 1: 45-Minute Online Interview

Conducted with the hiring manager.

Focus areas include

Career and personal history

Motivations for joining Wellio

Evidence of competitive drive

Previous performance and achievements

Communication skills

Alignment with Wellio’s culture and mission

Stage 2: 60-Minute In-Person Interview

Conducted in Melbourne with the hiring manager and Wellio’s top-performing SDR.

The interview is largely scenario-based and includes:

Situational sales questions

Live problem-solving A short cold-call role play with no preparation

Assessment of communication, adaptability and quick thinking

Discussion of organisation, resilience and personal accountability

Stage 3: 30-Minute Founder Interview

Final conversation with a Wellio founder covering:

Cultural alignment

Motivation and ambition

Mission alignment

Long-term growth potential

Final sign-off

Additional Notes

Wellio is hiring two SDRs.

Several candidates are already in process.

Competitive drive and a demonstrated track record of achievement are the strongest indicators of fit.

Candidates do not require previous SaaS experience if they can demonstrate high performance, resilience and the ability to learn quickly.

The business is open to candidates transitioning from sport, education, entrepreneurship, high-volume B2C sales or other competitive environments.

Wellio will prioritise two or three high-quality candidates at a time rather than receiving a high volume of loosely aligned profiles.

📌 SDR x2 (Melbourne)
🏢 Bluebird Recruitment
📍 Melbourne