Sales Development Representative

About the role

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

-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)

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.