Business Development Manager – Player-Coach

This is a fully remote position, open to applicants in California.

📋 Description

• Establish TOOLBX's outbound prospecting operations from the ground level

• Conduct cold calls across all regions targeting lumber and building materials, hardware, plumbing, and PHCP distributors as well as buying groups throughout Canada and the US

• Schedule qualified meetings for Account Executives

• Engage in discovery-lite discussions and assess prospects against the ideal customer profile

• Develop and test call scripts, voicemails, email sequences, objection handling techniques, and qualification criteria

• Set SDR objectives, metrics, and ramp-up plans

• Assist in identifying hiring needs, recruiting, onboarding, and training SDRs

• Perform call reviews, role-playing exercises, and weekly one-on-ones while continuing to make calls

• Collaborate with Account Executives on territory assignments, lead handoff procedures, and feedback mechanisms

• Partner with marketing for trade shows, webinars, and promotional campaigns

• Provide market insights to product teams, marketing, and leadership

• Record calls and update information in HubSpot

• Monitor and report on activity, connection rates, meetings scheduled, and sourced pipeline

⛳️ Requirements

• Minimum of 3 years in outbound B2B sales or business development (SDR, BDR, inside sales, or comparable roles)

• Proven track record of achieving or exceeding activity and meetings booked targets

• Comfort with making a high volume of cold calls daily

• Strong instincts for discovery and qualification

• Experience in creating or enhancing sales processes, scripts, cadences, or targeting strategies

• Passion for coaching and developing others; prior mentoring, training, or management experience is advantageous

• Ability to sell to owner-operated, relationship-oriented businesses

• Proficient in using a CRM and sales engagement tools such as HubSpot or Apollo

• Discipline in maintaining accurate CRM data

• Self-motivated and comfortable navigating remote-first, early-stage uncertainty

• Background in building materials, hardware, plumbing, PHCP, or wholesale distribution is a plus

• Experience selling SaaS, eCommerce, payments, or ERP-adjacent software within distribution is an advantage

• Experience in hiring, onboarding, or coaching SDRs or BDRs is beneficial

• Familiarity with HubSpot, Apollo, Gong, or other similar sales tools is a bonus

🏝️ Benefits

• Competitive compensation package

• Benefits

• Equity