Head of SDR Growth & Coaching

Fulcrum; Minneapolis (MN); On-site; USD 122,000 - 200,000; Full time

Benefits offered by this job

OTE: $122,000–$200,000 (uncapped) + 0?

401(k) matching after 90 days — immed.

Job summary

Fulcrum is seeking a results-driven Sales Development Leader to own the SDR pipeline and drive the outbound motion in a high-growth environment. You will coach reps, diagnose blockers, and design plays that move opportunities through activity, meetings, and qualified pipeline.

In Minneapolis, you’ll partner with Sales, Marketing, RevOps and Product, building dashboards, testing messaging, and leveraging AI to accelerate learning.

Qualifications

• Comfortable picking up the phone, cold calling prospects, testing messaging, and learning directly from the market.
• Exceptional coach who can diagnose why someone is struggling—not simply tell them to make more calls or follow the script more closely.
• Understands the numbers deeply: knows 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.

Responsibilities

• Own the SDR pipeline target and monitor funnel performance. Know where the team is relative to plan and what needs to change.
• Cold call alongside the team learning 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

Skills

Cold calling

Coaching

Analytics

Process design

AI literacy

Execution

Feedback

Leadership

Resilience

Job description

Fulcrum is seeking a results-driven Sales Development Leader to own the SDR pipeline and drive the outbound motion in a high-growth environment. You will coach reps, diagnose blockers, and design plays that move opportunities through activity, meetings, and qualified pipeline.

In Minneapolis, you’ll partner with Sales, Marketing, RevOps and Product, building dashboards, testing messaging, and leveraging AI to accelerate learning.