Lead SDR & Playbook Builder — Remote

Blackboard; United States; Remote; USD 77,000 - 94,000; Full time

Job summary

Blackboard is hiring its first Sales Development Lead to build the sales development function from the ground up. You will prospect and book meetings yourself while designing the playbooks, tooling, and processes the future team will run on.

This is a player-coach role starting as an individual contributor with a path to leadership as the team grows, reporting to the VP of GTM Intelligence & Operations. You will work with Sales, Marketing, and other teams to turn interest into pipeline.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 3+ years in B2B sales development with a track record of meeting or exceeding meetings and pipeline goals.
• Experience selling into complex, multi-stakeholder buying groups.
• Evidence of building, not just running, process: a playbook, sequence library, onboarding program, or similar.
• Informal leadership experience such as mentoring, peer coaching, or leading a pod.
• Working fluency with Salesforce and a sales engagement platform.
• Comfort with ambiguity and building a function from zero.
• Fluency in written and spoken English.

Responsibilities

• Sell: Prospect into target accounts, qualify inbound, hand off to Account Executives, meet personal pipeline goals, keep Salesforce up to date.
• Build: Create the SDR playbook from ICP, define qualification criteria and handoff process, partner on tooling and dashboards, establish metrics and cadence.
• Lead (as the team grows): Define leveling, onboarding, and interview processes; coach new SDRs; advocate for sales development in GTM planning.

Skills

High agency

Adaptive learning

Clear communication

Written and verbal communication

Ability to build from zero

Education

Bachelor's degree or equivalent

Tools

Salesforce

Sales engagement platform

Job description

Blackboard is hiring its first Sales Development Lead to build the sales development function from the ground up. You will prospect and book meetings yourself while designing the playbooks, tooling, and processes the future team will run on.

This is a player-coach role starting as an individual contributor with a path to leadership as the team grows, reporting to the VP of GTM Intelligence & Operations. You will work with Sales, Marketing, and other teams to turn interest into pipeline.