The Role
Generate qualified pipeline for AQL through high-volume, multichannel outbound prospecting. Research target accounts, identify decision-makers, conduct discovery, qualify opportunities, secure sales meetings, maintain accurate Salesforce records, and provide complete handoffs to sales teams. Partner with sales, marketing, product, and revenue leaders on messaging, campaigns, objection handling, and buyer feedback while consistently meeting rigorous activity, meeting, and pipeline goals.
Summary Generated by Built In
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.
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.
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
About
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.
Skills Required
- At least one year of successful outbound B2B sales, SaaS, media sales, sales development, business development, advertiser development, or equivalent customer-acquisition experience
- Demonstrated success generating opportunities through high-volume outbound calls, multichannel messaging, follow-up, and persistence
- Experience meeting or exceeding activity, meeting-setting, pipeline, or revenue goals
- Confidence initiating live outbound calls and engaging business decision-makers
- Ability to ask effective discovery questions and understand business economics
- Clear, concise verbal and written communication skills
- Working proficiency with Salesforce and Apollo or comparable CRM/contact databases
- Ability to maintain accurate records and follow-up commitments
- Comfort receiving coaching, reviewing performance data, testing approaches, and applying feedback
- Self-directed and entrepreneurial approach with the ability to prioritize accounts and manage daily activity goals
- Bachelor's degree or equivalent relevant experience
- 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 call-driven or 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
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The Company
What We Do
Marchex understands the best customers are those who call your company - they convert faster, buy more, and churn less. Marchex provides solutions that help companies drive more calls, understand what happens on those calls, and convert more of those callers into customers. Our actionable intelligence strengthens the connection between companies an
