Sales Development Representative

Marchex is seeking a Sales Development Representative to build pipeline for AQL by creating new conversations with prospective buyers. The role focuses on outbound prospecting, qualifying opportunities, securing discovery meetings, and partnering with sales, marketing, product, and revenue teams to grow the business.

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

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 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