PROS

Sales Development Representative I

PROS

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Job Level

JuniorMid-Level

Tech Stack

SFDC

About the role

  • 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.
  • The Company - PROS: PROS Holdings, Inc. (NYSE: PRO) provides AI-powered solutions that optimize selling in the digital economy. PROS solutions make it possible for companies to price, configure and sell their products and services in an omnichannel environment with speed, precision and consistency. Our customers, who are leaders in their markets, benefit from decades of data science expertise infused into our industry solutions.
  • A Day in the Life of the Sales Development Representative: 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 (Buying group personas: CXOs, P&L Owners, Sales Leaders, Pricing Leaders, Finance Leaders, Digital/ Ecommerce Leaders, IT Leaders)
  • 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 (Salesforce, Salesloft, Zoominfo, DemandBase, Seismic)
  • Identifying prospect's needs, challenges and initiatives and suggest appropriate software solutions
  • Targeting accounts with revenues $250 million and up conflicts
  • 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

  • You have an interest in AI and machine learning technology
  • You have proven experience in inside sales, specifically in a similar role for an enterprise corporation selling business-critical applications. SaaS experience is a plus.
  • While inside sales experience is required, any outside sales experience would be a bonus.
  • 2 or more years preferred.
  • You're bright and have a working knowledge of Microsoft Office and sales technology including Salesforce.com
  • You have a growth mindset. You are looking to grow in your career.
  • You’ve already proven your sales expertise in B2B sales/lead and opportunity nurturing helping to drive sales for other SaaS-based technology solution providers.
  • You’re accountable. You’ve consistently met or exceeded your quota, remain hungry and excited about being successful in your career
  • You’re street smart. You’re the definition of a self-starter and a problem-solver.
  • Self-starter with experience in cold calling, building a pipeline, and executive client relationship building
  • You’re resourceful, innovative and ruthlessly pragmatic
  • Industry knowledge and/or experience in our target industries (Airline & Travel, Manufacturing, Distribution, Services, Food & Consumables, Energy & Chemicals, Insurance, Medical Devices & Healthcare, Automotive, Consumer Goods, Transportation & Logistics)
  • You’re an open book. You communicate crisply. You go out of your way to be transparent in your actions and your words.
  • Excellent written and verbal communication skills.
  • Stellar presentation skills
  • You are a storyteller! You love prospecting large accounts and are talented to deliver crisply a value proposition to catch senior executives’ attention
  • Proven creative problem-solving approach and strong analytical skills
  • You are energetic! You are competitive and love working in exciting high energy team environments
  • You motivate everyone around you
  • Highly Preferred: Industry knowledge and/or experience in any our target industries (the same list)
  • Skills & Personal Characteristics: Ownership Innovation Care