Head of Sales Development

Our mission is clear and staggeringly important: we're building the manufacturing operating system of the future from the ground up, one that’s engineered to create network effects as we grow. A beautiful, sophisticated quantum leap forward for the most important core industry in the world.

Manufacturing is important. It’s the fundamental industry on which everything else is built. We take it for granted. In 1989, 35% of the entire software industry was manufacturing systems. What was the first massive burst in productivity from technology has stagnated into diminishing returns and increasing complexity. We can only continue to add complexity for so much longer until the whole system collapses.

"Any intelligent fool can make things bigger and more complex. It takes a touch of genius and a lot of courage to move in the opposite direction." - Albert Einstein

Who you are

• You can actually do the job you’re asking other people to do. You’re comfortable picking up the phone, cold calling prospects, testing messaging yourself, and learning directly from the market
• You’re an exceptional coach because you can diagnose why someone is struggling—not simply tell them to make more calls or follow the script more closely
• You understand the numbers deeply. You know where the team is relative to target, why performance is above or below plan, where the funnel is breaking, and what needs to change
• You’re a builder. When a process, dashboard, training program, hiring motion, territory model, or playbook doesn’t exist, your instinct is to create a useful version quickly and improve it from there
• You actively use AI to make yourself more capable and productive, and you’re excited by how quickly these tools are expanding what you can build, analyze, automate, and solve
• You move quickly and experiment constantly. You develop hypotheses, test messaging and tactics, measure what happens, and would rather learn from a thoughtful V1 today than spend three weeks designing the perfect solution
• You have high standards and are comfortable giving clear, direct feedback. You care about people, but you don’t confuse being supportive with avoiding difficult conversations
• You have enough confidence to lead without needing to always have the answer. You’re comfortable being wrong, bombing a call in front of the team, changing your mind, and learning from someone who is better than you at something
• You’re competitive, resilient, and accountable. You care intensely about results, can absorb rejection and bad weeks without losing momentum, and take ownership of outcomes rather than waiting for someone else to tell you what to do next

What the job is

• Own the SDR pipeline target and understand performance across the funnel—from activity and conversations through meetings and qualified pipeline—so you always know where the team is relative to plan and what needs to change
• Cold call alongside the team regularly, particularly while learning the market, testing messaging, developing new plays, and understanding what prospects are actually saying
• Develop deep expertise in Fulcrum’s customer, product, positioning, competitive environment, and the operational problems manufacturers face
• Coach SDRs individually by diagnosing what is actually limiting them—activity, time management, confidence, product understanding, discovery, objection handling, closing, learning velocity, or something else—and creating a specific plan to improve it
• Listen to calls constantly and create a culture where feedback is direct, specific, frequent, and expected
• Hold a high standard for effort and performance, set clear expectations for what great looks like, and make timely decisions when someone is not meeting the bar
• Recruit proactively, continuously improve how we identify the characteristics that predict success at Fulcrum, and raise the quality of our SDR hiring process
• Build and improve onboarding so new SDRs become productive, knowledgeable, and confident as quickly as possible
• Design and rigorously measure experiments across messaging, targeting, sequencing, call strategy, account selection, objection handling, and other parts of the outbound motion—and turn what works into repeatable behavior across the team
• Build the dashboards, workflows, training materials, AI tools, and other systems the team needs rather than waiting for another function to build them
• Use AI aggressively to analyze calls and data, create training, automate work, prototype tools, research problems, and increase the speed at which the SDR organization learns
• Develop emerging leaders within the SDR organization and partner closely with Sales, Marketing, RevOps, and Product while remaining fully accountable for Sales Development performance

Who you’ll work with

• SDRs who range from brand-new reps learning how to cold call to high-performing, tenured reps who need increasingly sophisticated coaching
• Account Executives who depend on the SDR team to create high-quality pipeline and provide feedback on which opportunities ultimately convert
• Sales Leadership to set pipeline expectations, diagnose performance, develop talent, and continuously evolve our go-to-market motion
• Marketing to improve targeting, messaging, campaigns, account selection, and our understanding of which markets and messages are producing results
• Product and other teams across Fulcrum to continually deepen your understanding of what we sell, why customers change, and how our market is evolving

Why this role is different

The market tells us we’re on the right track: +50% year over year growth but we know to not rest on our laurels and that there's a lot of stuff to build and a huge amount of work to be done. We're looking for people who can stand alongside us and work hard to make our dreams become reality in the fastest, smoothest, and best way possible.

If you're someone who is obsessed with making amazing things, being the best, and wanting your work to contribute to something excellent, please reach out.