Senior Sales Development Representative (SDR) Lead

About the role

FusionAuth is a fast-growing startup and leading provider of customer identity and access management (CIAM) software headquartered in Denver, Colorado. Our mission is to make authentication and authorization simple and secure for every developer.

Responsibilities

• Inbound Qualification & Outbound Prospecting
• 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 leads and MQLs
• Persuade 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
• Pipeline Ownership
• Own marketing sourced pipeline, including 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
• Messaging & Strategy
• Help define and refine ICPs and account segmentation
• Build and test messaging frameworks tailored to technical buyers
• Collaborate with Marketing and Sales on campaign strategy
• Share market feedback and competitive intelligence with leadership
• Leverage GTME platform like Clay, Wiza, and Claude to scale automated outbound motions
• Leadership & Process
• 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

Qualifications

• 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
• 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

Preferred 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

Compensation

$90,000 - $115,000 OTE (inclusive of base and variable compensation, approximately 60-65% base / 35-40% variable).

Benefits

• Comprehensive health insurance (medical, dental, vision) with company covering majority of medical premiums
• Fully employer-paid HDHP option paired with HSA including employer contributions
• Basic life insurance and short/long-term disability coverage fully paid by company
• Voluntary life insurance options
• Healthcare and Dependent Care FSAs
• 401(k) plan with company match
• Generous PTO plus paid company holidays
• Employee Assistance Program (EAP)
• Professional growth and development opportunities
• Eligibility for performance-based bonuses or variable compensation

Important Details

• Application Submission: Authentic, thoughtful responses required; AI-generated answers may disqualify application
• In-Person Interview: Encouraged; FusionAuth reimburses reasonable travel and lodging expenses
• Work Authorization: Must be authorized to work in U.S.; unable to sponsor employment Visa at this time

Equal Employment Opportunity

FusionAuth provides equal employment opportunities without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other protected characteristic.