Sales Development Representative

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

📋 Description

• Develop and implement multichannel outbound campaigns targeting companies involved in pay-per-call, pay-per-lead, customer acquisition, or performance media programs.

• Conduct research on target accounts to identify leaders in performance marketing, customer acquisition, digital media, demand generation, contact center, and revenue management.

• Interact with target contacts through email, phone calls, LinkedIn, and various multitouch channels.

• Clarify the difference between technically valid or duration-qualified calls and AQLs that show significant intent to transact.

• Assess prospects for alignment, considering target verticals, call volume, geographic reach, operational capacity, buyer access, economic factors, and willingness to test.

• Arrange qualified discovery meetings and potential AQL discussions for the Commercial and Enterprise Sales teams.

• Ensure comprehensive handoffs that document the prospect’s current program, business challenges, economic opportunities, key stakeholders, decision-making processes, and agreed-upon next steps.

• Keep accurate records of account, contact, activity, qualification, and pipeline information in Salesforce.

• Collaborate with sales and marketing on messaging experiments, target-account strategies, objection handling, and evaluating campaign performance.

• Relay recurring buyer feedback to product and leadership teams to enhance AQL positioning and market acceptance.

• Establish new customer relationships from a specified target account list while addressing incoming inquiries.

• Success will be evaluated based on qualified meetings, opportunities sourced from AQLs, qualified pipeline, meeting-to-opportunity conversion rates, outbound execution, documentation quality, and contributions to a repeatable AQL go-to-market strategy.

⛳️ Requirements

• Minimum of one year of proven experience in outbound B2B sales, SaaS, media sales, sales development, business development, advertiser development, or similar customer acquisition roles.

• A strong track record of achieving or surpassing activity, meeting-setting, pipeline, or revenue targets.

• Proven ability to create opportunities through proactive prospecting, high-volume outbound calls, multichannel messaging, timely follow-ups, and resilience in the face of rejection and low response rates.

• Confidence in initiating live outbound calls and engaging with business decision-makers.

• Proficient in asking insightful discovery questions, understanding business economics, and differentiating between genuine opportunities and superficial interest.

• Excellent verbal and written communication skills that are clear and concise.

• Ability to articulate a new commercial concept in straightforward language.

• Proficient in using a CRM/contact database such as Salesforce and Apollo.

• Disciplined in maintaining accurate records and following up on commitments.

• Comfortable receiving coaching on calls, reviewing performance data, testing new strategies, and quickly applying feedback.

• Self-motivated and entrepreneurial in approach to prospecting; capable of prioritizing accounts, testing messaging, managing daily activity goals, learning rapidly from results, and adhering to strict performance metrics.

• Bachelor’s degree or equivalent relevant experience.

• Preferred: experience in selling pay-per-call, pay-per-lead, performance media, affiliate marketing, customer acquisition programs, or products in the local services marketplace.

• Preferred: background in working with advertiser or lead-buyer organizations in sectors such as trades, pest control, veterinary services, dental, home services, legal, insurance, automotive, healthcare, franchises, or other call-driven and appointment-driven markets.

• Preferred: experience discussing lead validity, lead quality, call-routing criteria, credits, geographic coverage, campaign caps, conversion rates, or return on advertising spend.

• Preferred: experience in prospecting within mid-market, national, multi-location, or enterprise organizations.

🏝️ Benefits

• Comprehensive Medical & Prescription Plan

• Dental & Vision Plan

• Marchex Paid Basic Life & AD&D Coverage

• Marchex Paid Long & Short-Term Disability

• 401(k) Plan (Pre-tax and Roth) with Matching

• 2 Paid Volunteer Days Each Year

• 11 Paid Holidays

• Paid Time-Off Benefits

• Health Savings Account

• Health & Dependent Care Flexible Spending Accounts

• Paid Parental Leave Benefits

• Voluntary Life Insurance

• Employee Assistance Program (EAP)

• Discounts with Various Business Partners

• Headspace Membership

• Monthly Remote Work Stipend

• Virtual Social Connect Events

• Commission in addition to base salary