Business Development Manager (Player-Coach)
Toolbx· startup· Internet· Oct 21, 2026 · 6d ago
Santa Monica, California, United States
In office
Full-time
Manager
$150K–$190K est.
3+ years exp
Job description
Business Development Manager (Player-Coach)
Location: Remote, USA
Team: Sales / Growth
Reports to: Senior Director of Growth
About TOOLBX
TOOLBX is the digital foundation for modern building supply teams. We provide a B2B commerce platform that transforms how independent distributors operate and engage with their customers. Seamlessly integrated with their ERP, our platform simplifies payments, streamlines AR, enhances sales, and improves customer service, all in one place.
We're trusted by top LBM 100 dealers and major buying groups across North America, and we're now taking that same platform into plumbing and PHCP distribution. To get there, we need a steady, repeatable flow of conversations with the right supply houses and dealers. This role builds that engine.
The Role
TOOLBX is looking for a Business Development Manager to build our outbound prospecting function from the ground up. In the first phase you are a hands-on caller: you'll cold call into every territory, book qualified meetings for our Account Executives, and prove out the scripts, cadences, and targeting that work. As the function proves itself, you'll hire, train, and lead a team of Sales Development Representatives (SDRs), while continuing to make calls yourself.
This is a player-coach role by design. You'll build the function first, then grow into managing it, and you stay close to the phones the whole way.
This is a build role, not a maintain role. You'll shape the target lists, the messaging, the metrics, and the hiring plan as you go, and you'll have real influence over how TOOLBX opens doors in new markets.
What You'll Do
Cold call across all territories. Own outbound prospecting into lumber and building materials, hardware, plumbing, and PHCP distributors and the buying groups they belong to, across Canada and the US.
Book meetings that turn into pipeline. Run discovery-lite conversations, qualify against our ICP, and hand off well-prepared meetings to the right Account Executive.
Build the playbook. Write and test call scripts, voicemail and email cadences, objection handling, and qualification criteria, then document what works so it can be taught.
Build the function. Define targets, metrics, and a ramp plan for the SDR team. Help decide when and who to hire, then recruit, onboard, and train your first SDRs.
Coach while you play. Once the team is in place, run call reviews, role-plays, and weekly 1:1s, and keep making your own calls to stay credible and sharp.
Work hand in hand with Account Executives. Agree on territories, lead handoff standards, and feedback loops so every meeting is worth the AE's time.
Partner with marketing. Use trade shows, webinars, and campaigns to warm up outreach, and tell marketing which messages land on the phone.
Bring the market back to us. Share what you hear in the field with product, marketing, and leadership so our messaging gets sharper every quarter.
Keep a clean house. Log every call and update every record in HubSpot and report on activity, connect rate, meetings booked, and pipeline sourced.
What You'll Bring
3+ years of outbound B2B sales or business development experience (SDR, BDR, inside sales, or similar), with a record of meeting or beating activity and meetings-booked targets.
Comfort making high volumes of cold calls every day, and the resilience to keep your energy up after a rough morning.
Strong discovery instincts. You ask good questions, listen, and know when a prospect is worth a meeting.
Experience building or improving a process, such as scripts, cadences, or targeting, rather than just following one.
An interest in leading people. Prior experience mentoring, training, or managing is a plus, but a clear desire to coach and develop others is what matters.
Comfort selling to owner-operated, relationship-driven businesses where the decision-maker's name is on the building.
Working fluency with a CRM and sales engagement tools (HubSpot, Apollo, or similar), and the discipline to keep clean data.
Self-direction. Remote-first, early-stage, and comfortable with ambiguity.
Bonus Points
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.
Compensation and Why TOOLBX
Compensation: Competitive compensation package benefits and equity will be provided.
A proven platform entering new markets. You're not selling vapourware. Our platform is battle-tested by top LBM 100 dealers.
Real ownership. You'll build the function, the playbook, and the team rather than inherit someone else's.
A team that answers. Fast implementations and responsive support mean our customers stay customers.
Our values: Customer obsessed · Measure twice and cut once · Build foundations that last · Solution-driven thinking · Be curious and ask questions
Application prep
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