About Fulcrum

The $1.5 trillion insurance industry is powered by brokers. Every business needs insurance, and the brokerage industry is hamstrung by account management capacity. Account managers are constantly pulled in multiple directions—keying information into systems, chasing documents, doing mundane work—rather than focusing on the client interactions that actually matter. Most brokerages either outsource this work or grind through it manually.

We're building an AI platform to automate this insurance drudgery. Our platform already saves customers thousands of hours and millions of dollars every year. Our customers love the product— we have deep penetration within enterprise brokerages and genuinely enjoy making our customers' lives better. We just raised our Series A and are just getting started.

Why Fulcrum

• Rocket-ship growth. We’ve achieved multiple seven figures in ARR in just over a year, serving large enterprise clients including 30% of the top 50 brokers in the country.

• Extreme ownership. You’ll work directly with enterprise users and ship end-to-end products that save them hours every week.

• Bleeding-edge problems, real impact. Tackle tough AI and product challenges whose wins show up immediately in customer workflows.

• In-person collaboration. Join a lean, staff-level team (ex-Affirm, Uber, DoorDash, McKinsey) working side-by-side in San Francisco; we believe the best ideas are fostered in an in-person environment.

• Top-of-market rewards. Competitive base salary plus meaningful founding-team equity.

About the Role

We’re hiring a Founding Sales Development Representative (SDR) to help build Fulcrum’s outbound motion from the ground up.This is not a “run the playbook” role, you’ll work directly with sales and revops leadership to design, test, and implement outbound approaches that create pipeline consistently. You’ll help define our ICP, discover what messaging resonates, and turn early wins into repeatable systems.

If you’re excited to drive a critical function, iterate fast, and build foundational GTM muscle at a company with strong product-market pull, this role is for you.

What You’ll Do

• Build Fulcrum’s outbound engine from scratch: messaging, targeting, sequencing, channels, and systems

• Identify and prioritize high-potential accounts (enterprise brokerages, agencies, and related insurance orgs)

• Research stakeholders and craft thoughtful outreach that earns replies and starts real conversations

• Run outbound across email, phone, LinkedIn, and creative channels (and continuously improve performance)

• Qualify inbound and outbound leads and book high-quality meetings for AEs / founders

• Track and improve key funnel metrics (reply rates, conversion to meetings, SQL quality, pipeline created)

• Partner with marketing to turn positioning, content, and case studies into outbound campaigns

• Document learnings, build repeatable plays, and help scale the SDR function over time

What Success Looks Like (First 90 Days)

• You can clearly articulate Fulcrum’s ICP and pain points across buying personas

• You’re consistently generating qualified meetings and pipeline week-over-week

• You’ve tested multiple outbound approaches and can explain what’s working (and why)

• You’ve created repeatable messaging + targeting plays we can scale across the broader team

• You operate with high rigor: clean CRM notes, strong follow-up, thoughtful prioritization

You Might Be a Fit If You

• Have 0–3 years of experience in SDR/BDR, recruiting, or a high-output customer-facing role

• Love outbound — and treat it like a craft, not just volume

• Write extremely well (clear, concise, and human)

• Are energized by testing, iterating, and building process from zero → one

• Have high agency and thrive in ambiguity (you don’t need a script to start moving)

• Are competitive, persistent, and comfortable hearing “no”

• Want to grow into an AE role or broader GTM leadership over time

Bonus Points if You

• Have experience selling into insurance, brokerages, or adjacent verticals

• Have worked at an early-stage startup or helped build a new motion

• Have used Salesforce, Apollo, Gong, or similar tools

• Enjoy product and customer discovery, and bring strong voice-of-customer instincts

What we offer

• Competitive salary ($70k-$90k) + meaningful equity.

• Full health, dental & vision.

• High-ownership, high-trust culture with lightning-fast executors.

• Regular team off-sites, dinners, and an office stocked for builders.