Business Development Manager (Player-Coach)

Toolbx US Inc.•Santa Monica, CA

4d•Remote

About The Position

TOOLBX is hiring a player-coach Business Development Manager to build its outbound prospecting function from the ground up. Initially, the role is hands-on: make cold calls across territories, book qualified meetings for Account Executives, and test scripts, cadences, and targeting. As the function develops, hire, onboard, train, and lead Sales Development Representatives while continuing to make calls. This is a build role with influence over target lists, messaging, metrics, and the hiring plan as TOOLBX enters new markets. The role focuses on outbound prospecting to lumber and building materials, hardware, plumbing, and PHCP distributors and their buying groups across Canada and the US. It works closely with Account Executives, marketing, product, and leadership to build pipeline, improve messaging, and share market feedback. The position is remote-first.

Requirements

At least 3 years of outbound B2B sales or business development experience in SDR, BDR, inside sales, or a similar role.
A record of meeting or exceeding activity and meetings-booked targets.
Comfort making high volumes of cold calls daily and resilience in maintaining energy after difficult calls or mornings.
Strong discovery instincts, including asking effective questions, listening, and assessing whether a prospect is worth a meeting.
Experience building or improving processes such as scripts, cadences, or targeting.
Interest in leading and coaching people; a clear desire to develop others.
Comfort selling to owner-operated, relationship-driven businesses.
Working fluency with a CRM and sales engagement tools, such as HubSpot or Apollo, and discipline in maintaining clean data.
Self-direction and comfort with a remote-first, early-stage environment and ambiguity.

Nice To Haves

Experience in building materials, hardware, plumbing, PHCP, or wholesale distribution.
Experience selling SaaS, ecommerce, payments, or ERP-adjacent software into distribution.
Experience hiring, onboarding, or coaching SDRs or BDRs.
Familiarity with HubSpot, Apollo, Gong, or similar sales tools.
Prior experience mentoring, training, or managing.

Responsibilities

Cold call across all territories and prospect into lumber and building materials, hardware, plumbing, and PHCP distributors and their buying groups across Canada and the US.
Run discovery-lite conversations, qualify prospects against the ideal customer profile, and book well-prepared meetings for the appropriate Account Executives.
Write and test call scripts, voicemail and email cadences, objection handling, and qualification criteria; document effective practices.
Define SDR team targets, metrics, and ramp plans; help determine hiring needs, then recruit, onboard, and train SDRs.
Coach SDRs through call reviews, role-plays, and weekly 1:1s while continuing to make personal calls.
Coordinate with Account Executives on territories, lead handoff standards, and feedback loops.
Partner with marketing to use trade shows, webinars, and campaigns to support outreach and share which messages work on calls.
Share market feedback with product, marketing, and leadership to improve messaging.
Log calls and update records in HubSpot, and report on activity, connect rate, meetings booked, and pipeline sourced.