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 seeking a Senior SDR Lead to own and rebuild their outbound pipeline generation engine, targeting engineering leaders and technical buyers while working closely with marketing leadership to refine strategies and execute campaigns.

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