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 a 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
Required Qualifications - About you:
We're looking for candidates who have a combination of the following achievements, skill sets and behaviors to be successful in this role:
You have an interest in AI and machine learning technology
You have proven experience. You have experience working in a similar role for an enterprise corporation selling business-critical applications, SaaS experience is a plus. 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
Skills & Personal Characteristics:
Ownership
Innovation
Care
Why PROS?
This is a unique opportunity to join the market leading company that has not only has 30+ years of proven success but also has a significantly under penetrated opportunity in a $30B addressable market.
PROS culture and the truly extraordinary people who work here are at the very core of our success. We have a passion for what we do, and we won't stop until we've delivered on our promises. We're committed to the success of our customers. That's why we think harder and dream bigger - so our customers can go even further than they ever imagined possible.
Our people make PROS stand out from the rest. if you want to be a part of something truly extraordinary, come help us shape the future of how companies compete and win in their markets.
Work Environment:
Most work activities are performed in an office or home-office environment and require little to moderate physical exertion. Work activities may require periods of extended hours, critical deadlines and stressful situations. To successfully complete the tasks of this position, individuals must be able to communicate clearly (in writing and orally), comprehend business terminology, interpret numerical data.
This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.
Note: This is a hybrid role in Atlanta, GA or Houston, TX