Description

Position Title: Sales Development Representative

Job ID: R-000808

Location: US MN Minneapolis Office

Description:

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain!

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 is a 100% indirect sales role. SDRs do not close revenue. Success is measured by opportunity quality, pipeline contribution, and deal momentum, not activity volume alone.

This role is designed for individuals who aspire to advance into an Account Executive role and are motivated to build full-cycle selling skills.

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


Success Metrics
Primary:
Sales-accepted opportunities created
Early-stage opportunity progression
Pipeline dollars influenced
Opportunity rejection rate (quality signal)

Secondary (coaching-focused):
Inbound speed-to-lead adherence
Outbound activity mix
Meeting show rates
CRM data quality

Required Qualifications
Bachelor's degree or equivalent relevant experience
13 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:

At SPS Commerce, 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.

Commitment to our Employees:

At SPS we power connections that drive the world of commerce forward, and our success depends on making strong decisions, fostering innovation, delivering unparalleled customer solutions, and driving outstanding business performance. We achieve this by creating an environment where every employee feels a true sense of belonging. 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.

}

PI284300366