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). This 100% indirect sales role does not close revenue; success is measured by opportunity quality, pipeline contribution, and deal momentum, not activity volume alone.

• 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.
• 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.
• 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.
• 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.

• Sales‑accepted opportunities created.
• Early‑stage opportunity progression.
• Pipeline dollars influenced.
• Opportunity rejection rate (quality signal).
• Inbound speed‑to‑lead adherence.
• Outbound activity mix.
• Meeting show rates.
• CRM data quality.

• 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).

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.

SDRs are the foundation of pipeline quality and sales velocity. This role directly influences customer experience and AE success. High performance builds the skills required for long‑term sales careers.

This hybrid role requires regular in‑office presence (3 days per week) at our Minneapolis office.

Annualized compensation target includes an hourly pay rate and an annualized commission target, with a total on‑target compensation of $60,000. A comprehensive benefits package supports employees’ health, well‑being, and financial security, in line with local laws and market practices.

We embrace diversity, equity, and inclusion, ensuring everyone feels accepted, valued, and empowered to make a meaningful impact. We are committed to affirmative action and equal opportunity in all aspects of employment.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.