Seattle, Washington, United States · Remote Solely
$45k–$55k/yr
Mid level$5M raised
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$45k–$55k/yr
Full-time
bachelor degree
Comprehensive Medical Plan, Prescription Plan, Dental Plan, Vision Plan, Life Insurance, AD&D Coverage
Posted 25d ago
~40 hrs/week
Remote in United States
Responsibilities
The Sales Development Representative is responsible for executing multichannel outbound campaigns to generate new customer relationships and qualified sales meetings. They will maintain accurate pipeline data in Salesforce and partner with sales and marketing teams to refine messaging and target account strategies.
Requirements
Candidates must have at least one year of successful outbound B2B sales or equivalent experience with a proven track record of meeting activity and pipeline goals. Proficiency in CRM tools like Salesforce and strong verbal and written communication skills are required to effectively engage decision-makers.
Full job description
Sales Development Representative
Department: Revenue
Employment Type: Full Time
Location: Remote - USA
Compensation: $45,000 - $55,000 / year
Description
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.
Key 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.
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.
Skills, Knowledge and Expertise
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.
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 & Compensation*
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
*compensation is base salary as noted + commission
Marchex harnesses the power of AI and conversational intelligence to provide insights that drive revenue acceleration.
Industry
Technology, Information and Internet
Company size
201-500 employees
Founded
2003
Headquarters
Seattle, WA
LinkedIn followers
25,093
Total funding
$5M
Marchex harnesses the power of AI and conversational intelligence to provide actionable insights aligned with prescriptive vertical market data analytics, driving operational excellence and revenue acceleration. Marchex enables executive, sales, and marketing teams to optimize customer journey experiences across communications channels. Through our prescriptive analytics solutions, we enable the alignment of enterprise strategy, empowering businesses to increase revenue through informed decision-making and strategic execution. Marchex provides conversational intelligence AI-powered solutions for market-leading companies in leading B2B2C vertical markets, including several of the world’s most innovative and successful brands. Please visit www.marchex.com to learn more.
Offices: 1200 5th Avenue, Suite 1300, Seattle, WA 98101, US
Call AnalyticsMarketingSoftwareSaaSSpeech AnalyticsConversational AIAICall AttributionClick to Call AdvertisingCall Tracking
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