Sales Development Representative

About the position

Sales Development Representatives (SDRs) are on the front lines of our sales process and are responsible for engaging in meaningful conversations with potential customers who will benefit from our SaaS solutions. As the first line of communication with prospects, ideal SDRs have a strong understanding of the sales process, excel at researching leads, starting new relationships, and setting our Executive Account Managers (EAMs) up for success. You should be a quick learner with strong communication skills and have the ability to do discovery and qualify sales opportunities through discussing challenges and initiatives while matching those to our solutions in a compelling way. Reporting to the Director of our Inside Sales team, the Sales Development Representative (SDR) will work closely with EAMs by discovering, nurturing, and managing early-mid stage funnel and the development of key influencer relationships who make up the buying group at a target account. They will work on inbound marketing inquiries and outbound target accounts to nurture and develop leads to high pipeline sales opportunities that are ready for active sales executive involvement. The SDR team is uniquely positioned within the Marketing department at the intersection between Marketing and Sales. There are multiple career paths for this role within PROS with a direct path into Field Sales as well as paths to Marketing, Professional Services, Customer Success, and others.

Responsibilities

• Representing our software solutions, starting with a comprehensive understanding and leading to discovery and discussions/presentations with prospective customers to identify how our solutions meet their needs
• Nurturing relationships within the buying group at target accounts and generate sales opportunities
• Nurturing and qualifying low opportunities to high pipeline sales stages for Executive Account Manager handoff
• Managing and maintain a pipeline of interested prospects and engage sales executives for next steps
• Identifying best practices and provide feedback to refine the company's lead targeting and approach
• Leveraging our sales technology and marketing tools for personalized and tailored outreach to generate new sales opportunities
• Identifying prospect's needs, challenges and initiatives and suggest appropriate software solutions
• Targeting accounts with revenues $250 million and up
• Proactively seek new business opportunities in the market
• Progress low pipeline opportunities to high pipe sales stage
• Set up meetings or calls between prospects and sales executives
• Attend regional events and tradeshows

Requirements

• Interest in AI and machine learning technology
• Proven experience in a similar role for an enterprise corporation selling business-critical applications, with 2 or more years preferred
• Working knowledge of Microsoft Office and sales technology including Salesforce.com
• Growth mindset and proven sales expertise in B2B sales/lead and opportunity nurturing
• Accountability with a history of meeting or exceeding quotas
• Self-starter with experience in cold calling and executive client relationship building
• Resourceful, innovative, and pragmatic
• Industry knowledge and/or experience in target industries such as Airline & Travel, Manufacturing, Distribution, Services, Food & Consumables, Energy & Chemicals, Insurance, Medical Devices & Healthcare, Automotive, Consumer Goods, Transportation & Logistics
• Excellent written and verbal communication skills with stellar presentation skills
• Creative problem-solving approach and strong analytical skills
• Energetic and competitive, thriving in high energy team environments
• Ability to motivate others

Benefits

• Opportunity to join a company with 30+ years of proven success
• Career growth opportunities within various departments