Sales Development Representative (SDR), Channel Sales

Formlabs; Somerville (MA); On-site; USD 115,000 - 133,000; Full time

Benefits offered by this job

RSUs equity program

Medical, dental, vision coverage

401K matching

Parental leave

Sabbatical leave

Flexible time off

On-site parking

Healthy on-site lunches

Professional development

Unlimited 3D prints

Job summary

Formlabs in Somerville, MA is expanding a centralized partner acquisition function. You will own the full growth motion for our global reseller network, from identifying high-potential partners to signing channel agreements across the Americas, EMEA, and APAC.

This is a high-activity hunter role that builds a critical revenue lever from scratch, requires a strong outbound track record and CRM discipline, and collaborates with Sales, Marketing, Legal, and Ops to drive results.

Qualifications

• 2–5 years in business development or reseller onboarding.
• Proven outbound, hunter-style prospecting track record.
• Strong pipeline management discipline with CRM proficiency (Salesforce preferred).
• Ability to work across time zones and adapt outreach to regional market dynamics.
• Self-starter who can operate with ambiguity and build process where none exists.
• Experience working with or selling alongside resellers, distributors, or VARs.

Responsibilities

• Build and manage a global pipeline by identifying and targeting resellers across verticals.
• Drive full-cycle recruitment from initial outreach to final agreement negotiation.
• Track performance and report progress in Salesforce against global coverage targets.
• Refine outreach playbooks, qualification frameworks, and onboarding handoffs as the function scales.
• Collaborate cross-functionally with Sales, Marketing, Legal, and Ops to ensure smooth transitions from outreach to selling partners.

Skills

Outbound prospecting

CRM proficiency

Pipeline management

Time-zone coordination

Reseller/onboarding

hunter mentality

Tools

Salesforce

Job description

About Formlabs

Do you want to change how the world creates?

At Formlabs, we're building the tools that make it possible for anyone to bring their ideas to life, from cutting-edge products to life-saving medical devices. Our 3D printing technology powers innovation at more than 50,000 industry leaders worldwide, including Apple, Google, Tesla, New Balance, and NASA. We’re a team of hands-on builders reinventing physical manufacturing—join us to shape the future of fabrication.

Your impact

We're building a centralized partner acquisition function from the ground up. You'll own the full growth motion of our global reseller network, from identifying high-potential partners to signing new channel agreements across the Americas, EMEA, and APAC. This is a high-activity hunter role, offering an opportunity to build a critical revenue lever from scratch.

What you'll do

• Build and manage a global pipeline: Identify and target resellers across industrial, healthcare, education, and government verticals.
• Drive full-cycle recruitment: Own the entire process, from initial cold outreach and qualification to final agreement negotiation.
• Track performance: Manage pipeline activity in Salesforce and report progress against global coverage targets.
• Develop the function: Refine outreach playbooks, qualification frameworks, and onboarding handoffs as the function scales.
• Collaborate cross-functionally: Work with Sales, Marketing, Legal, and Ops to ensure a seamless transition from initial outreach to selling partner.

What we're looking for

• 2–5 years of experience in business development, or reseller onboarding
• Proven track record in outbound, hunter-style prospecting
• Strong pipeline management discipline and CRM proficiency (Salesforce preferred)
• Ability to work across time zones and adapt outreach to regional market dynamics
• Self-starter who can operate with ambiguity and build process where none exists
• Experience working with or selling alongside resellers, distributors, or VARs

Bonus:

• Passion for 3D printing, manufacturing technology, or hardware sales
• Familiarity with channel program structures, partner agreements, or distribution models
• Prior experience at a high-growth startup or scale-up

Why you'll love this role

• Ownership: You'll build a new capability at Formlabs from the ground up and own the full acquisition motion end to end
• Impact: Partner coverage is one of our most important growth levers, your work directly shapes global revenue
• Visibility: You'll work closely with regional sales leaders and channel leadership with a clear line of sight to business outcomes

Our Perks

• Robust equity program to build future wealth through RSUs
• Comprehensive healthcare coverage (Medical, Dental, Vision)
• 401K matching and access to financial advisors
• Generous paid Parental Leave (up to 16 weeks)
• Tenure-based paid Sabbatical Leave (up to 6 weeks)
• Flexible Out of Office Plan – Take time when you need it
• Ample on-site parking & pre-tax commuter benefits
• Healthy on-site lunches, snacks, beverages, & treats
• Regular sponsored professional development opportunities
• Many opt-in culture events across our diverse community
• And of course unlimited 3D prints

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Compensation

We are all owners of Formlabs and direct beneficiaries of our success. We believe that equity is a critical component of compensation at Formlabs, and we want our newest team members to understand the potential value of their equity compensation. Full time employees receive equity, in the form of RSUs. Your financial investment will grow with us in accordance to your impact.

This role also has an On-Target Earnings (listed below) which includes a base salary and an uncapped performance-based monthly bonus. The base/bonus split will depend on what level you are hired into, and your level will be determined by your skills, qualifications, experience and expected impact on the organization.

The annual pay range for this role is: $115,000—$133,000 USD