Business Development Manager (Player-Coach)

Toolbx US Inc.•Santa Monica, CA

6d•Remote

About The Position

TOOLBX is seeking a Business Development Manager to build its outbound prospecting function from the ground up. Initially, this is a hands-on calling role focused on prospecting across territories, booking qualified meetings for Account Executives, and testing scripts, cadences, and targeting. As the function develops, the manager will hire, train, and lead a team of Sales Development Representatives (SDRs) while continuing to make calls. This player-coach role will shape target lists, messaging, metrics, and the hiring plan as TOOLBX enters new markets. The position works closely with Account Executives and Marketing and shares market feedback with Product, Marketing, and leadership. TOOLBX is a B2B commerce platform for independent building supply distributors, with plans to expand into plumbing and PHCP distribution.

Requirements

At least 3 years of outbound B2B sales or business development experience, such as SDR, BDR, inside sales, or a similar role, with 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 periods.
Strong discovery skills, including asking effective questions, listening, and assessing whether a prospect merits a meeting.
Experience building or improving processes such as scripts, cadences, or targeting.
Interest in leading people and a clear desire to coach and develop others.
Comfort selling to owner-operated, relationship-driven businesses and their decision-makers.
Working fluency with a CRM and sales engagement tools, such as HubSpot or Apollo, and discipline in maintaining clean data.
Self-direction and comfort working remotely in an early-stage environment with 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 territories to prospect lumber and building materials, hardware, plumbing, and PHCP distributors and their buying groups in Canada and the United States.
Conduct discovery-lite conversations, qualify prospects against the ideal customer profile, book meetings, and hand prepared meetings to the appropriate Account Executive.
Write and test call scripts, voicemail and email cadences, objection handling, and qualification criteria; document effective practices for training.
Define SDR targets, metrics, and ramp plans; help determine hiring needs, recruit SDRs, and onboard and train them.
Coach SDRs through call reviews, role-plays, and weekly one-on-ones 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 communicate which messages resonate in calls.
Share field insights with Product, Marketing, and leadership to improve messaging.
Log calls and update records in HubSpot; report on activity, connect rate, meetings booked, and sourced pipeline.