Marchex

AI-powered conversational intelligence for revenue analytics

Sales Development Representative

Sales Development RepresentativeUpdated on Nov 13

Full-time$40k - $55k /yrRemote

About the Job

Requirements

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 customer relationship management or 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.
A bachelor's degree or equivalent relevant experience.

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 Archenia Qualified Lead 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 Archenia Qualified Lead 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 Archenia Qualified Lead positioning and market adoption.
Create new customer relationships through prospecting, setting appointments, and partnering with Commercial and Enterprise Sales teams.
Respond to inbound interest while creating new customer relationships from a defined target-account list of mid-size and major companies.
Drive qualified meetings accepted by the Commercial or Enterprise Sales team, Archenia Qualified Lead-sourced opportunities, and qualified pipeline.
Convert meetings into discovery, pilot, and sales opportunities.
Execute high-volume outbound activity across phone, email, social, and account-based outreach, with activity levels, response rates, meeting quality, and pipeline contribution reviewed against performance expectations.
Produce complete meeting plans, Salesforce documentation, and sales handoffs.
Contribute to a repeatable Archenia Qualified Lead prospecting message and go-to-market motion.

Desired Qualifications

Experience selling pay-per-call, pay-per-lead, performance media, affiliate marketing, customer-acquisition programs, or local-services marketplace products.
Experience 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.
Experience discussing lead validity, lead quality, call-routing criteria, credits, geographic coverage, campaign caps, conversion, or return on advertising spend.
Experience prospecting into mid-market, national, multi-location, or enterprise organizations.

Job Overview

Archenia by Marchex applies AI-generated call classification to identify whether a conversation reflects meaningful intent to transact. Customers pay for qualified outcomes, not simply for every call that connects, lasts long enough, or meets basic routing criteria.

AQL (Archenia Qualified Lead) helps customers reduce spend on noise such as existing-customer calls, unsupported services, wrong geographies, solicitations, hang-ups, and other conversations that do not represent new-business opportunities. The result is a more transparent, outcome-oriented approach to performance marketing.

Marchex is seeking a high-output Sales Development Representative to build pipeline for AQL by consistently creating new conversations with prospective buyers. This role requires a resilient, metrics-driven prospector who is energized by outbound activity, comfortable making a high volume of calls and messages across multiple channels, and persistent in finding the right path into target accounts. The right candidate has a track record of creating opportunities through disciplined prospecting, strong follow-through, and the ability to open doors in competitive, hard-to-reach markets.

You will partner closely with AQL sales, marketing, product, and revenue leaders to secure qualified meetings and sales. This role is well suited to a commercially curious seller who understands lead-buyer economics, is confident on the phone, and can make a differentiated new category easy to understand.

Job Impact

Driving new customer relationships is the lifeblood of our business. We pride ourselves on being a customer-focused company and ensuring that every experience a current or prospective customer has with Marchex is a positive one. The Sales Development Representative has an opportunity to play a critical role in growing our Leads & Analytics business by prospecting and setting appointments and partnering with our Commercial and Enterprise Sales teams.

Team

The Sales Development team is responsible for creating new customer relationships from a defined target account list of mid-size and major companies while also responding to inbound interest. The majority of this team’s impact comes from disciplined outbound execution: persistent calling, targeted messaging, account research, and follow-up across email, phone, LinkedIn, and other relevant channels.

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.

How success will be measured

Qualified meetings accepted by the Commercial or Enterprise Sales team.
AQL-sourced opportunities and qualified pipeline created—not activity volume alone.
Conversion of meetings into discovery, pilot, and sales opportunities.
Consistent, high-volume outbound execution across phone, email, social, and account-based outreach, with activity levels, response rates, meeting quality, and pipeline contribution reviewed against rigorous performance expectations.
Quality and completeness of meeting plans, Salesforce documentation, and sales handoffs.
Contribution to a repeatable AQL prospecting message and go-to-market motion.

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.

Preferred 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.

About the Company

Marchex

AI-powered conversational intelligence for revenue analytics

Marchex uses AI-powered conversational intelligence to turn customer conversations across channels into actionable, prescriptive analytics. Its platform extracts insights from interactions, then provides recommended actions and decision support to executives, sales, and marketing teams, with a focus on vertical market data for B2B2C brands. How it works: data from calls, chats, and other customer interactions is analyzed by AI to understand intent, issues, and opportunities, producing prescriptive playbooks and dashboards that guide strategy and execution. How it differs from competitors: Marchex emphasizes prescriptive analytics and enterprise alignment across business functions, targeting specific vertical markets and large brands, rather than just reporting or generic insights. Its goal is to help organizations optimize the customer journey, improve operational efficiency, and increase revenue by making informed, coordinated decisions and actions across channels.

Company size: 201-500
Company stage: IPO
Headquarters: Seattle, WA
Founded: 2003

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