Remote SDR Lead: Build Playbooks & Pipeline

Anthology; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Blackboard is seeking a Lead Sales Development Representative to build the SDR function from the ground up. This remote role in the United States starts as an individual contributor and evolves into a leadership path, coaching new SDRs and potentially becoming SDR Manager.

You will design playbooks, tooling, and processes, prospect and book meetings, qualify inbound interest, and hand off to Account Executives. Strong cross-team collaboration with GTM, Marketing, and Sales is essential.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 3+ years in B2B sales development with a track record of meeting or exceeding 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.
• Clear written and verbal communication in English.

Responsibilities

• Sell prospects into target accounts via calls, email, LinkedIn, and multi-threaded outreach.
• Qualify inbound interest and hand off opportunities to Account Executives.
• Hit personal goals for qualified meetings and pipeline.
• Maintain accurate Salesforce activity, stages, and handoff notes.
• Build the SDR playbook from the ideal customer profile.
• Define qualification criteria and the SDR-to-AE handoff process.
• Partner with GTM Engineering on sequencing tools and reporting.
• Establish SDR metrics, dashboards, and weekly cadence.
• Onboard and coach new SDRs through reviews and training.
• Serve as the voice of sales development in GTM planning.
• Lead the team as it grows.
• Help define leveling framework and hiring profile.

Skills

3+ years in B2B sales development

Experience selling into complex, multi

Playbook and process design experience

Informal leadership

Salesforce & sales engagement platform

English fluency

Adaptability & initiative

Written and verbal communication

Education

Bachelor's degree or equivalent practical experience

Tools

Salesforce

Sales engagement platform

AI-assisted prospecting tools

Job description

Blackboard is seeking a Lead Sales Development Representative to build the SDR function from the ground up. This remote role in the United States starts as an individual contributor and evolves into a leadership path, coaching new SDRs and potentially becoming SDR Manager.

You will design playbooks, tooling, and processes, prospect and book meetings, qualify inbound interest, and hand off to Account Executives. Strong cross-team collaboration with GTM, Marketing, and Sales is essential.