Senior Sales Development Representative (SDR) Lead

FusionAuth is a fast-growing startup and leading provider of customer identity and access management software headquartered in Denver, Colorado. They are looking for a Senior SDR Lead to own and rebuild their outbound pipeline generation engine, focusing on strategic execution and collaboration with marketing leadership to drive qualified meetings and pipeline growth.

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

Requirements:

• 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