Senior Sales Development Representative (SDR) Lead (Remote, U.S.)

Senior SDR Lead

FusionAuth is looking for a Senior SDR Lead to own and rebuild our outbound pipeline generation engine. We're looking for an operator who can think strategically, execute tactically, and help establish a repeatable outbound motion targeting engineering leaders and technical buyers. You'll work directly with marketing leadership to define ICPs, refine messaging, develop account strategy, follow-up with inbound MQLs, and execute outbound campaigns all while carrying your own pipeline targets.

This role is both an individual contributor and a strategic partner to marketing and sales leadership. The ideal candidate combines strong outbound execution with strategic thinking, excellent cold calling skills, technical curiosity, and an ownership mentality. You love cold calling, multi-threading accounts, selling to technical personas, building processes, experimenting with messaging, and owning results.

As FusionAuth's outbound pipeline leader, you'll have the opportunity to shape the future of our outbound organization documenting best practices, building playbooks, and eventually coaching future SDR hires as the team grows.

Responsibilities

• 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

Qualifications

Required

• 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

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

Success Metrics

• 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.

Compensation

• $90 - 115k expected on target earnings (OTE), inclusive of base and variable compensation* (approximately 6065% base / 3540% 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.

Benefits

• 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
• 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

Important Details

• 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.

If you are passionate about technology that solves real-world customer problems, and want to join a company that is moving the industry forward, FusionAuth is a perfect fit for you!

Equal Employment Opportunity FusionAuth provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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 characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. E-Verify | Right to Work

Recruiters FusionAuth does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed agreement, we reserve the right to pursue and hire candidates without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted directly to hiring managers, are deemed to be the property of FusionAuth.