Sales Development Representative

Summary

Marchex provides AI-powered conversational intelligence and analytics solutions that help businesses improve customer experiences, operational performance, and revenue. The Sales Development Representative will build pipeline for AQL through high-volume, multichannel outbound prospecting, qualify target accounts, secure discovery meetings, and partner with sales, marketing, product, and revenue leaders to develop new customer relationships.

Responsibilities

• Build and execute multichannel outbound campaigns into companies purchasing pay-per-call, pay-per-lead, customer-acquisition, or performance-media programs
• Research target accounts and identify performance marketing, customer acquisition, digital media, demand generation, contact center, and revenue leaders
• Engage target contacts via email, voice, LinkedIn and other multitouch channels
• Communicate the distinction between a technically valid or duration-qualified call and an AQL that demonstrates meaningful intent to transact
• Qualify prospects for fit, including target vertical, call volume, geographic coverage, operating capacity, buyer access, economics, and readiness to test
• Secure well-qualified discovery meetings and potential AQL conversations for the Commercial and Enterprise Sales teams
• Provide complete handoffs that document the prospect’s current program, business problem, economic opportunity, stakeholders, decision process, and agreed next step
• Maintain accurate and timely account, contact, activity, qualification, and pipeline data in Salesforce
• Partner with sales and marketing on messaging experiments, target-account strategy, objection handling, and campaign performance
• Share recurring buyer feedback with product and leadership to help strengthen AQL positioning and market adoption

Skills

• At least one year of successful outbound B2B sales, SaaS, media sales, sales development, business development, advertiser development, or equivalent customer-acquisition experience, with a clear record of meeting or exceeding activity, meeting-setting, pipeline, or revenue goals
• Demonstrated ability to generate new opportunities through personally executed prospecting, including high-volume outbound calls, multichannel messaging, timely follow-up, and persistence through rejection, low response rates, and competitive buying environments
• Confidence initiating live outbound calls and engaging business decision-makers
• Ability to ask effective discovery questions, understand business economics, and distinguish genuine opportunity from surface-level interest
• Clear, concise verbal and written communication skills, including the ability to explain a new commercial concept in plain language
• Working proficiency with a CRM/contact database such as Salesforce and Apollo and the discipline to maintain accurate records and follow-up commitments
• Comfort receiving call coaching, reviewing performance data, testing new approaches, and applying feedback quickly
• A self-directed, entrepreneurial approach to prospecting, with the ability to prioritize accounts, test messaging, manage daily activity goals, learn quickly from results, and stay accountable to rigorous performance metrics
• Bachelor's degree or equivalent relevant experience
• Selling pay-per-call, pay-per-lead, performance media, affiliate marketing, customer-acquisition programs, or local-services marketplace products
• Working with advertiser or lead-buyer organizations in trades, pest control, veterinary, dental, home services, legal, insurance, automotive, healthcare, franchises, or other high-value call-driven and appointment-driven markets
• Discussing lead validity, lead quality, call-routing criteria, credits, geographic coverage, campaign caps, conversion, or return on advertising spend
• Prospecting into mid-market, national, multi-location, or enterprise organizations

Qualifications

Must Haves

• At least one year of successful outbound B2B sales, SaaS, media sales, sales development, business development, advertiser development, or equivalent customer-acquisition experience, with a clear record of meeting or exceeding activity, meeting-setting, pipeline, or revenue goals
• Demonstrated ability to generate new opportunities through personally executed prospecting, including high-volume outbound calls, multichannel messaging, timely follow-up, and persistence through rejection, low response rates, and competitive buying environments
• Confidence initiating live outbound calls and engaging business decision-makers
• Ability to ask effective discovery questions, understand business economics, and distinguish genuine opportunity from surface-level interest
• Clear, concise verbal and written communication skills, including the ability to explain a new commercial concept in plain language
• Working proficiency with a CRM/contact database such as Salesforce and Apollo and the discipline to maintain accurate records and follow-up commitments
• Comfort receiving call coaching, reviewing performance data, testing new approaches, and applying feedback quickly
• A self-directed, entrepreneurial approach to prospecting, with the ability to prioritize accounts, test messaging, manage daily activity goals, learn quickly from results, and stay accountable to rigorous performance metrics
• Bachelor's degree or equivalent relevant experience

Nice to Haves

• Selling pay-per-call, pay-per-lead, performance media, affiliate marketing, customer-acquisition programs, or local-services marketplace products
• Working with advertiser or lead-buyer organizations in trades, pest control, veterinary, dental, home services, legal, insurance, automotive, healthcare, franchises, or other high-value call-driven and appointment-driven markets
• Discussing lead validity, lead quality, call-routing criteria, credits, geographic coverage, campaign caps, conversion, or return on advertising spend
• Prospecting into 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) and Match
• 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
• Fully remote work arrangement