Senior Sales Development Representative (SDR) Lead

• Identify and prioritize target accounts aligned with FusionAuth's ICP
• Build and manage prospect lists and buying committees across technical personas
• Follow-up and convert inbound Contact Us “hand raise” leads and MQLs
• Prospect CTOs, VPs of Engineering, Architects, Security teams, and Developers
• Execute multi-channel outreach including cold calls, personalized emails, and LinkedIn engagement
• Multi-thread accounts across personas to build consensus and accelerate pipeline
• Book qualified meetings for the Account Executive team

• Own marketing sourced pipeline, which includes both inbound and outbound, metrics and targets
• Track meetings, conversion rates, and opportunities through the full funnel
• Maintain CRM accuracy and hygiene in Salesforce
• Analyze messaging performance and campaign effectiveness
• Continuously improve outbound campaigns based on data and market feedback

• Help define and refine ICPs and account segmentation feedback for the partner marketing team
• Build and test messaging frameworks tailored to technical buyers
• Collaborate with Marketing and Sales on campaign strategy and plays
• Share market feedback and competitive intelligence with leadership
• Leverage GTME platform like Clay, Wiza, and Claude to scale automated, repeatable outbound motions

• Document inbound and outbound follow-up best practices, workflows, and playbooks
• Help shape the future outbound organization and team structure
• Coach and onboard future SDR hires as the team scales
• Establish repeatable, measurable outbound processes from the ground up

• 3+ years of experience in a B2B technology Sales Development role, experience in cybersecurity a plus
• Proven experience developing and running outbound plays that convert
• Proven ability to create qualified pipeline and convert inbound and outbound activity into revenue opportunities
• Strong cold calling skills with experience engaging senior decision-makers (CTOs, VPs of Engineering, Security leaders)
• Excellent written and verbal communication skills
• Experience building outbound campaigns from scratch — not just executing existing playbooks
• Experience leveraging AI tools to build agentic workflow
• Proficiency with CRM systems and sales engagement tools
• Self-directed, highly organized, and comfortable operating with minimal oversight
• Strong analytical skills with the ability to interpret performance data and optimize accordingly

• Experience selling technical SaaS products, particularly to developers or engineering teams
• Background in identity, authentication, cybersecurity, or developer tools
• Experience with FusionAuth's sales stack: Salesforce, Marketo, Bizible, LinkedIn Sales Navigator, Clay
• Familiarity with AI-powered prospecting tools and modern outbound automation
• Prior experience in a player/coach role with exposure to team leadership

Within your first 90 days, we expect to see:

• Consistent outbound execution against defined activity and quality targets
• A messaging framework established and tested across key personas
• Qualified meetings booked and contributing to active pipeline
• A repeatable outbound process documented and ready to scale
• Positive pipeline contribution tracked through CRM

Ongoing performance will be measured on qualified meetings booked per month, meeting held rate, pipeline sourced, multi-threaded account penetration, and sales-accepted opportunities.

• $90 - 115k expected on target earnings (OTE), inclusive of base and variable compensation* (approximately 60–65% base / 35–40% variable) Commission structure includes per-meeting payouts, accelerators for above-quota performance, and monthly hold bonuses

*Pursuant to various state laws, we must display the pay range for this job.

Since we are willing to hire within a broad spectrum of qualifications, this range is broad.

The expected base salary/OTE may be adjusted based on individual qualifications, role, level and location.

For full-time team members, we offer:

• Comprehensive health insurance including medical, dental, and vision coverage, with the company covering the majority of your medical premiums to keep your costs low Fully employer-paid High Deductible Health Plan (HDHP) option paired with a Health Savings Account (HSA), including employer contributions
• Fully employer-paid High Deductible Health Plan (HDHP) option paired with a Health Savings Account (HSA), including employer contributions
• Basic life insurance and short- and long-term disability coverage fully paid by the company for essential financial protection
• Voluntary life insurance options to provide additional financial protection for you and your loved ones
• Healthcare and Dependent Care Flexible Spending Accounts (FSAs) to save pre-tax dollars on eligible expenses
• 401(k) plan with company match to help you save for retirement
• Generous paid time off (PTO) plus paid company holidays to support work-life balance
• Employee Assistance Program (EAP) offering confidential counseling and support services
• Professional growth and development opportunities to boost your career journey
• Eligibility for performance-based bonuses or variable compensation tied to individual, team, or company results

• Application Submission: We value authentic, thoughtful responses. Copy/pasted or AI-generated answers to application questions that don’t reflect your own experience may disqualify your application.
• In-Person Interview: Please be aware that participating in an in-person interview is encouraged so we can get to know each other. FusionAuth reimburses reasonable travel and lodging expenses associated with onsite interviews.
• Work Authorization: Applicants must be authorized to work for any employer in the U.S . We are unable to sponsor or assume sponsorship of an employment Visa at this time.