Head of Sales Development

About the role

We are building the manufacturing operating system of the future, aiming to create network effects as we grow. This role involves owning Sales Development at Fulcrum, building a team and operating system capable of creating a significant portion of our new-business pipeline. The position requires understanding the work firsthand, coaching individuals, and continuously improving the system around them.

Responsibilities

• Cold call alongside the team regularly, particularly while learning the market, testing messaging, developing new plays, and understanding what prospects are actually saying.
• Develop deep expertise in Fulcrum’s customer, product, positioning, competitive environment, and the operational problems manufacturers face.
• Coach SDRs individually by diagnosing what is actually limiting them—activity, time management, confidence, product understanding, discovery, objection handling, closing, learning velocity, or something else—and creating a specific plan to improve it.
• Listen to calls constantly and create a culture where feedback is direct, specific, frequent, and expected.
• Hold a high standard for effort and performance, set clear expectations for what great looks like, and make timely decisions when someone is not meeting the bar.
• Recruit proactively, continuously improve how we identify the characteristics that predict success at Fulcrum, and raise the quality of our SDR hiring process.
• Build and improve onboarding so new SDRs become productive, knowledgeable, and confident as quickly as possible.
• Design and rigorously measure experiments across messaging, targeting, sequencing, call strategy, account selection, objection handling, and other parts of the outbound motion—and turn what works into repeatable behavior across the team.
• Use AI aggressively to analyze calls and data, create training, automate work, prototype tools, research problems, and increase the speed at which the SDR organization learns.
• Develop emerging leaders within the SDR organization and partner closely with Sales, Marketing, RevOps, and Product while remaining fully accountable for Sales Development performance.

Requirements

You must be comfortable picking up the phone, cold calling prospects, testing messaging yourself, and learning directly from the market. You should be an exceptional coach because you can diagnose why someone is struggling—not simply tell them to make more calls or follow the script more closely. You understand the numbers deeply. You know where the team is relative to target, why performance is above or below plan, where the funnel is breaking, and what needs to change. You are a builder. When a process, dashboard, training program, hiring motion, territory model, or playbook doesn’t exist, your instinct is to create a useful version quickly and improve it from there. You actively use AI to make yourself more capable and productive, and you are excited by how quickly these tools are expanding what you can build, analyze, automate, and solve. You move quickly and experiment constantly. You develop hypotheses, test messaging and tactics, measure what happens, and would rather learn from a thoughtful V1 today than spend three weeks designing the perfect solution. You have high standards and are comfortable giving clear, direct feedback. You care about people, but you don’t confuse being supportive with avoiding difficult conversations. You have enough confidence to lead without needing to always have the answer. You’re comfortable being wrong, bombing a call in front of the team, changing your mind, and learning from someone who is better than you at something. You are competitive, resilient, and accountable. You care intensely about results, can absorb rejection and bad weeks without losing momentum, and take ownership of outcomes rather than waiting for someone else to tell you what to do next.

Qualifications

• Experience in Sales Development, SDR leadership, early-stage sales, founding SDR roles, or outbound-heavy Account Executive roles.
• Ability to create pipeline yourself, make other people dramatically better, understand the business through its numbers, and build an outbound function that keeps improving.
• Comfortable picking up the phone, cold calling prospects, testing messaging yourself, and learning directly from the market.
• Exceptional coaching skills, including the ability to diagnose what is actually limiting someone and create a specific plan to improve it.
• Deep understanding of the business through its numbers, including knowledge of where the team is relative to target, why performance is above or below plan, where the funnel is breaking, and what needs to change.
• Strong ability to build processes, dashboards, training programs, hiring motions, territory models, or playbooks quickly and improve them from there.
• Active use of AI to make oneself more capable and productive, and excitement about how quickly these tools are expanding what one can build, analyze, automate, and solve.
• Quickly moving and experimenting, developing hypotheses, testing messaging and tactics, measuring what happens, and learning from a thoughtful V1 today rather than spending three weeks designing the perfect solution.
• High standards and comfort with giving clear, direct feedback.
• Confidence to lead without needing to always have the answer, comfort with being wrong, bombarding a call in front of the team, changing one's mind, and learning from someone who is better than one at something.
• Competitive, resilient, and accountable, caring intensely about results, absorbing rejection and bad weeks without losing momentum, and taking ownership of outcomes rather than waiting for someone else to tell one what to do next.

Skills

• Outbound selling and cold calling skills.
• Ability to coach and mentor others effectively.
• Deep understanding of the manufacturing industry and its challenges.
• Strong analytical skills to interpret and act on data.
• Experience with AI tools and their application in sales development.
• Ability to design and implement experiments to improve sales processes.
• Effective communication and interpersonal skills.
• Ability to build and improve systems and processes.

Benefits

Health, dental, and vision benefits.

Wellbeing benefits and perks.

Unlimited vacation policy with required minimums.

Cell phone & internet plan coverage.

Pay

$110,000 - $120,000 a year OTE: $122,000–$200,000 (uncapped).

Schedule

Full-time position.