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

About this role

Job Title: Senior SDR Lead
Location: Denver, CO or U.S. (Remote)
About FusionAuth

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. Our product helps businesses securely manage customer identities and access, ensuring a seamless and safe user experience for some of the largest brands in the world. We are committed to delivering exceptional value and satisfaction to our clients through top-notch service and support. With a great team and strong investors, we are expanding our team to help accelerate our growth and take FusionAuth to the next level.
Job Summary
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
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 “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

Pipeline Ownership

• 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

Messaging & Strategy

• 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

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
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 60–65% base / 35–40% 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…