Sales Development Representative

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, p