Strategic Account Manager

About the role

Tennant Company is seeking a highly driven, enterprise-caliber demand generation professional to join its team. This role is not a high-volume transactional SDR role but rather a strategic enterprise hunting position focused on creating executive-level conversations, uncovering operational pain points, generating curiosity around automation, and opening the door to transformational robotics opportunities.

Responsibilities

• Generate executive-level meetings and exploratory conversations with enterprise prospects across multiple industries
• Create and execute high-quality outreach campaigns using LinkedIn, email, phone, video messaging, referrals, market intelligence, and digital engagement platforms
• Develop compelling messaging tailored to operational leaders, innovation teams, facilities executives, environmental services leaders, and C-suite stakeholders
• Research target accounts, workflows, operational pain points, and automation opportunities within large organizations
• Partner closely with Automation Advisors to transition opportunities into deeper discovery, demonstrations, and technical evaluations
• Build executive curiosity and awareness around robotics, automation, labor optimization, and operational transformation
• Track prospect engagement, outreach activity, and opportunity progression within CRM and sales engagement systems
• Continuously improve messaging effectiveness, conversion rates, and engagement strategies
• Help shape scalable prospecting processes, demand generation playbooks, and future business development strategy

Requirements

• 7+ years of successful enterprise business development, demand generation, SDR, BDR, inside sales, or strategic prospecting experience
• Proven success generating executive-level meetings within large enterprise organizations
• Strong experience with outbound prospecting across multiple communication channels
• Exceptional verbal and written communication skills
• Advanced proficiency with LinkedIn networking, social selling, and executive outreach strategies
• Experience with CRM systems, sales engagement tools, account intelligence platforms, and workflow automation technologies
• Strong business acumen with the ability to engage senior operational stakeholders and executive decision-makers

Qualifications

• Advanced degree in Business Administration, Marketing, Communications, or related field
• Experience with robotics, automation, SaaS, industrial technology, facilities services, logistics, or operational technology preferred
• Experience supporting complex, multi-stakeholder enterprise sales cycles
• Familiarity with account-based selling strategies and enterprise opportunity orchestration tools
• Experience with LinkedIn Sales Navigator, Dynamics, HubSpot, Salesloft, Outreach, Demandbase, DemandFarm, or similar platforms

Skills

• Outbound prospecting
• Executive outreach
• Account research and analysis
• CRM system proficiency
• Strategic thinking and problem-solving
• Effective communication and presentation skills

Benefits

• Total compensation = Pay range + Benefits
• Comprehensive benefits package including medical plans, 401(k) with a 100% match, paid vacation time, 8 paid company holidays and 3 personal holidays, dental and vision coverage, wellness rewards, robust family support programs, company-paid disability and life insurance, and an Employee Assistance Program