Remote SDR Lead & Playbook Builder

Anthology; Phoenix (AZ); Hybrid; USD 77,000 - 94,000; Full time

Job summary

Blackboard is hiring its first Sales Development Lead to build the SDR 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 personal quota, with a path to onboard and coach new SDRs as the team grows. You will work with GTM Intelligence & Operations and cross-functional partners 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 meeting 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.
• Clear written and verbal communication, and the judgment to know when to use each.
• Fluency in written and spoken English.

Responsibilities

• Prospect into target accounts through calls, email, LinkedIn, and multi-threaded outreach.
• Qualify inbound interest and hand off sales-ready opportunities to Account Executives.
• Hit a personal goal for qualified meetings and pipeline generated.
• Keep Salesforce activity, stages, and handoff notes accurate and complete.
• Build the SDR playbook from the established ideal customer profile: personas, messaging, sequences, and objection handling.
• Define qualification criteria and the SDR-to-AE handoff process with leadership.
• Partner with GTM Engineering on sequencing tools, routing, and reporting.
• Establish SDR metrics, dashboards, and a weekly operating cadence.
• Test and document what works so it can scale to a team.
• Onboard and coach new SDRs through call reviews, role plays, and pipeline reviews.
• Serve as the voice of sales development in GTM planning.

Skills

High agency

Adaptive learning

Clear communication

English fluency

Education

Bachelor's degree or equivalent practical experience

Tools

Salesforce

Sales engagement platform

Job description

Blackboard is hiring its first Sales Development Lead to build the SDR 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 personal quota, with a path to onboard and coach new SDRs as the team grows. You will work with GTM Intelligence & Operations and cross-functional partners to turn interest into pipeline.