Sales Development Representative

Purpose/Scope

The Sales Development Representative (SDR) is responsible for high-volume prospecting and pre-qualification of inbound and outbound leads to support Tennant’s field teams. This role plays a critical part in ensuring timely lead follow-up, accurate pre-qualification, and effective handoff through both live engagement and CRM usage.

General Responsibilities

• Sales Development (75% of time):
  • Develop and generate high quality, pre-qualified sales leads by following up on marketing-generated leads and inbound requests, performing targeted outbound cold-calling, creating/executing email campaigns on behalf of field sales, leveraging digital prospecting tools, and by data mining internalTennant sources of information as well as 3rd party sources
  • Conduct discovery conversations to assess customer needs, urgency, and fit, enabling a smooth and timely handoff to the field sales organization
  • Track and manage prospecting, pre-qualifying and nurturing activities within CRM, ensuring accuracy and completeness of data
  • Develop a strong understanding of prospective customer challenges and how Tennant solutions align to those needs
  • Participate in training and coaching activities to enhance product knowledge and sales skills
  • Navigate and support new projects, pilots, and evolving initiatives with enthusiasm, working independently and collaboratively with the team to refine approaches and meet KPIs
• Lead Processing (25% of time):
  • Manage and track lead flow accurately and promptly in CRM to ensure timely and correct processing of leads, including running regular reports to check accuracy
  • Maintain and monitor inbound lead assignment (web, chat, marketing, affiliate) and support appropriate assignment or reassignment to the field
  • Enhance lead and contact data as needed to support effective follow-up and reporting
  • Closely with Marketing & Sales Operations and other stakeholders to understand lead system changes, assignment rules, and process updates
  • Follow established lead management processes and contribute feedback for continuous improvement, documenting processes as they evolve
  • Support data hygiene efforts for lead, contact, and account records in CRM

Required Experience & Education

• Bachelor degree, preferably in business management, marketing, entrepreneurship, professional selling, or related business program, with 0-2 years sales experience
• Proficiency with basic business technology, including Microsoft Office and digital communication platforms (example: LinkedIn); comfort learning new sales and CRM tools
• Exposure to customer relationship management (CRM) systems preferred
• Foundational understanding of sales and lead qualification concepts, with the ability and willingness to learn Tennant’s lead management and sales processes
• Willingness to travel occasionally (Up to 10% of time); Travel may be minimal or none depending on business needs
• Openness to relocation in the future for a field sales position, based on performance and business needs

Required Interpersonal & Behavioral Skills

• Drives Results: Demonstrates a strong drive to achieve measurable outcomes and consistently meet or exceed performance targets
• Strong Verbal Communication / Customer Focus: Confident and professional engaging prospects and internal partners by phone, video, and chat; able to build rapport quickly and guide discovery conversations
• Competitive: Thrives in a performance-based environment and is motivated by clear goals, metrics, and comparison to peers
• Nimble Learning / Coachable: Actively seeks feedback, applies coaching in real time, and shows rapid improvement
• Entrepreneurial Mindset: Takes ownership of tasks, processes, and outcomes; comfortable working independently for long stretches
• Open to Feedback: Responds constructively to direct feedback and adjusts approach without defensiveness
• Adaptable to Change: Remains effective in a fast-changing environment with shifting priorities and evolving sales motions
• Flexible: Willingly adjusts daily activities, messaging, and tactics to meet business needs
• Plans and Aligns: Effectively prioritizes time and activities to meet commitments and align efforts with sales and organizational goals

Benefits

A comprehensive benefits package including health insurance, 401(k), disability, life insurance, paid time off, and voluntary benefits!