Sales Development Representative

With more than $1B in revenue, Tennant Company is a globally recognized leader in the cleaning equipment industry. For the past 150 years, we have been passionate about developing and manufacturing innovative and sustainable solutions for our customers. At Tennant Company, we are committed to stewardship and creating a cleaner, safer and healthier world. With manufacturing, operations and sales, service, and support functions across the globe, your journey at Tennant can take you places you never expected.

PURPOSE/SCOPE:

The Sales Development Representative (SDR) is responsible for high‑volume prospecting and pre‑qualification of inbound and outbound leads to support Tennant’s field teams. This role plays a critical part in ensuring timely lead follow‑up, accurate pre-qualification, and effective handoff through both live engagement and CRM usage. The SDR works closely with a wide range of internal partners including Marketing Operations, Web, Sales, and other cross‑functional stakeholders. The role requires the ability to work independently for extended periods while also collaborating as part of a team to support shared goals, evolving projects, and new initiatives. Success in this role requires adaptability, a proactive and engaged approach to work, and the ability to bring professionalism and enthusiasm to interactions with both prospects and internal partners as business needs change.

GENERAL RESPONSIBILITIES:

SALES DEVELOPMENT (75% of time):

• Develop and generate high quality, pre-qualified sales leads by following up on marketing-generated leads and inbound requests, performing targeted outbound cold-calling, creating/executing email campaigns on behalf of field sales, leveraging digital prospecting tools, and by data mining internal
• Tennant sources of information as well as 3rd party sources
• Conduct discovery conversations to assess customer needs, urgency, and fit, enabling a smooth and timely handoff to the field sales organization
• Track and manage prospecting, pre-qualifying and nurturing activities within CRM, ensuring accuracy and completeness of data
• Develop a strong understanding of prospective customer challenges and how Tennant solutions align to those needs
• Participate in training and coaching activities to enhance product knowledge and sales skills
• Navigate and support new projects, pilots, and evolving initiatives with enthusiasm, working independently and collaboratively with the team to refine approaches and meet KPIs
• Responsibilities may evolve over time based on business needs, project priorities, and organizational initiatives.

LEAD PROCESSING (25% of time):

• Manage and track lead flow accurately and promptly in CRM to ensure timely and correct processing of leads, including running regular reports to check accuracy
• Monitor inbound lead assignment (web, chat, marketing, affiliate) and support appropriate assignment or reassignment to the field
• Enhance lead and contact data as needed to support effective follow‑up and reporting closely with Marketing & Sales Operations and other stakeholders to understand lead system changes, assignment rules, and process updates
• Follow established lead management processes and contribute feedback for continuous improvement, documenting processes as they evolve
• Support data hygiene efforts for lead, contact, and account records in CRM

REQUIRED EXPERIENCE & EDUCATION:

• Bachelor degree, preferably in business management, marketing, entrepreneurship, professional selling, or related business program, with 0-2 years sales experience
• Proficiency with basic business technology, including Microsoft Office and digital communication platforms (example: LinkedIn); comfort learning new sales and CRM tools
• Exposure to customer relationship management (CRM) systems preferred
• Foundational understanding of sales and lead qualification concepts, with the ability and willingness to learn Tennant’s lead management and sales processes
• Willingness to travel occasionally (Up to 10% of time); Travel may be minimal or none depending on business needs
• Openness to relocation in the future for a field sales position, based on performance and business needs

REQUIRED INTERPERSONAL & BEHAVIORAL SKILLS: In addition to the General Responsibilities, the following are requisite interpersonal and behavior skills of the position:

• Drives Results: Demonstrates a strong drive to achieve measurable outcomes and consistently meet or exceed performance targets
• Strong Verbal Communication / Customer Focus: Confident and professional engaging prospects and internal partners by phone, video, and chat; able to build rapport quickly and guide discovery conversations
• Competitive: Thrives in a performance-based environment and is motivated by clear goals, metrics, and comparison to peers
• Nimble Learning / Coachable: Actively seeks feedback, applies coaching in real time, and shows rapid improvement
• Entrepreneurial Mindset: Takes ownership of tasks, processes, and outcomes; comfortable working independently for long stretches
• Open to Feedback: Responds constructively to direct feedback and adjusts approach without defensiveness
• Adaptable to Change: Remains effective in a fast-changing environment with shifting priorities and evolving sales motions
• Flexible: Willingly adjusts daily activities, messaging, and tactics to meet business needs
• Plans and Aligns: Effectively prioritizes time and activities to meet commitments and align efforts with sales and organizational goals

Competitive base salary commensurate with experience: $43,400 - $65,000 Posted salary ranges are made in good faith. Tennant Sales and Service Co. reserves the right to adjust ranges depending on the experience/qualifications of the selected candidate as well as internal and external equity. Total Compensation = Base Salary + Benefits Benefits = A comprehensive benefits package including health insurance, 401(k), disability, life insurance, paid time off, and voluntary benefits! Begin your journey with us. Let's reinvent how the world cleans. Equal Opportunity Employer Tennant Company is an equal opportunity employer. Employment decisions are made on the basis of individual skill, ability, reliability, productivity, and other factors important to performance. We do not discriminate on the basis of race, color, creed, religion, sex, national origin, physical or mental disability, age, veteran status, pregnancy, sexual orientation, genetic information, gender identity, or any other basis protected by state or federal law or local ordinance.