Sales Development Representative

Position Summary

The Sales Development Representative (SDR) is responsible for generating and advancing high-quality, sales-ready opportunities by engaging inbound and outbound prospects through consultative discovery. SDRs own early-stage pipeline creation and qualification, ensuring opportunities are well-defined, well-documented, and positioned for successful progression by Account Executives (AEs).

Core Responsibilities

• Pipeline Creation & Discovery – Proactively prospect target accounts through outbound calls, email, and social outreach
• Engage inbound leads within defined response SLAs
• Conduct consultative discovery to uncover business challenges, priorities, and buying triggers
• Determine mutual fit and qualify opportunities based on defined criteria
• Advance opportunities with clear next steps, stakeholder alignment, and documented buying context
• Regional & Segment Ownership (where applicable) – Own pipeline creation for assigned region, segment, or program
• Partner closely with assigned AEs to ensure consistent coverage and feedback
• Use regional or segment insights to prioritize accounts and outreach
• Opportunity Quality & Handoff – Create opportunities only when qualification standards are met
• Deliver clear, complete, and actionable handoffs to AEs
• Maintain accurate Salesforce CRM documentation including business problem, impact, stakeholders, and next steps
• Collaboration & Continuous Improvement – Collaborate with Sales, Marketing, Channel, and Customer Success teams
• Incorporate feedback to improve discovery quality and messaging
• Contribute to best practices and process improvements across the SDR organization

Required Qualifications

• Bachelor’s degree or equivalent relevant experience
• 1–3 years of experience in sales, lead generation, or customer-facing roles
• Strong consultative communication and active listening skills
• Ability to learn and apply complex product and industry concepts
• High bias toward action with strong time and priority management
• Coachable mindset with a clear desire to progress into advanced sales roles
• Experience Using CRM Tools (Salesforce Preferred)

Career Development

This role is part of a structured development path toward Account Executive roles. Advancement is based on demonstrated selling capability, opportunity quality, and readiness, not tenure alone. SDRs who consistently perform at a high level may earn AE Readiness Certification, signaling eligibility and preparedness for Account Executive opportunities as they become available across the organization.

Why This Role Matters

- SDRs are the foundation of pipeline quality and sales velocity

- This role directly influences customer experience and AE success

- High performance in this role builds the skills required for long-term sales careers

Location

This role follows a hybrid work model, with regular in-office presence (3 days per week) required at our Minneapolis office.

What We Offer

• Annualized compensation target inclusive of hourly pay rate and annualized commission target for this role
• Total annualized on-target compensation for this role is: $60,000
• A comprehensive benefits package designed to support employees’ health, well-being, and financial security

Commitment To Our Employees

We are committed to ensuring that each employee's compensation reflects their unique experiences, performance, and skills in their role. SPS provides the annualized compensation target inclusive of hourly pay rate and annualized commission target for this role. The total annualized on-target compensation for this role is: $60,000. SPS Commerce offers a comprehensive benefits package designed to support employees’ health, well-being, and financial security. Benefits are country-specific and aligned with local laws and market practices.