Sales Development Strategist (AI-Enabled)

About Fuel Cycle:

Fuel Cycle empowers leading organizations with agile research solutions that deliver decision-ready insights — fast, flexible, and fully integrated. As a market research disruptor, our AI-powered Insights Platform is built for speed, precision, and scale. With cutting-edge tools and seamless audience connectivity, we help brands ditch the guesswork and make smarter, customer-led decisions at lightning speed.

Why work at Fuel Cycle?

Join a high-growth team where curiosity is valued, ownership is encouraged, and your work drives real-world impact. Whether you’re based at our Los Angeles HQ, New York City hub, working remotely across the U.S., or part of our global team in India, you’ll help shape the future of decision intelligence for some of the world’s most iconic brands.

Overview:

Fuel Cycle is seeking a high-performing, AI-native Sales Development Representative (SDR) to drive outbound pipeline growth at the intersection of automation and human connection. In this role, you’ll leverage our AI SDR (“Alice”) alongside creative, multi-channel prospecting to accelerate go-to-market efforts. We’re looking for someone with sharp business acumen, grit, and tactical creativity who thrives in a fast-moving, tech-forward environment.

This position follows a hybrid work model and is based out of our Los Angeles HQ, with an on-site presence required 3 days/week.

Key Responsibilities:

1. AI-Driven Sales Orchestration (40%)

Focus: Leverage and manage Fuel Cycle’s AI SDR, “Alice,” to drive scalable and effective outbound outreach.

• Steer and refine Alice’s outbound campaigns: optimize sequences, segment target audiences, and experiment with messaging.

• Monitor AI SDR workflows, spot underperformance, and strategically apply human intervention where needed.

• Contribute ideas and enhancements to outbound templates and objection-handling frameworks that blend AI with human strategy.

• Operate at the intersection of automation and human connection to test, refine, and scale tech-enabled prospecting.

2. Strategic Prospecting and Pipeline Generation (40%)

Focus: Execute intelligent outbound outreach with grit and creativity to generate qualified pipeline opportunities.

• Book discovery meetings via cold calling, email, LinkedIn, and warm intro strategies like 2nd-degree networking and job change triggers.

• Use tools like Sales Navigator, 6Sense, and Dripify to research accounts, identify key personas and develop hyper-targeted prospecting lists.

• Collaborate with Enterprise Sales Directors (ESDs) on co-owned tier-one accounts using dual-touch or overtaking strategies.

• Demonstrate sharp business acumen to guide outreach prioritization and campaign planning.

3. Process Optimization and CRM Discipline (20%)

Focus: Maintain operational excellence and continuously optimize sales processes.

• Maintain detailed activity records in Salesforce and ensure data hygiene.

• Analyze and surface insights from CRM data to iterate and improve outbound performance.

• Track campaign effectiveness and feedback loops between AI and human-led efforts.

Your Success Metrics:

• Achieve monthly quotas of qualified discovery meetings, demos, and pipeline generation

• Monthly KPIs:

  • 5 Discovery Meetings Held

  • 3 Demo Meetings Held & Generation of New Pipeline Generated (as a result of SDR BANT qualified Discovery Meetings)

• Conduct 50+ outbound calls/day to targeted prospects and cold/warm leads

Who you’ll work with?

• Work closely with Enterprise Sales Directors, Sales Ops, and Marketing to implement appropriate prospect communications and outreach strategies

Core Skills, Competencies & Attributes:

1. Skills

• AI Workflow & Automation Management: Skilled at managing AI tools like 11x, including monitoring performance, refining messaging, and triggering human interventions when needed.

• Outbound Prospecting Mastery:

  • Proficient in cold calling (50+ dials/day), cold emailing, and LinkedIn outreach.

  • Confident handling live conversations with C-level and VP-level personas.

• Sales Tech Stack Proficiency: Comfortable with Salesforce, LinkedIn Sales Navigator, Dripify, 6Sense, and sequencing tools. Able to manage CRM data hygiene and activity tracking independently.

• Account Research & List Building: Can independently research accounts, segment personas, and build custom lists for hyper-targeted outreach.

2. Competencies

• Business Acumen: Understands how businesses operate, can identify high-value prospects, and tailor outreach based on account-specific needs or recent triggers (e.g., job changes).

• Strategic Prospecting & Campaign Planning: Thinks like a mini-GTM strategist: leverages warm intros, tiered account-based strategies, and multi-touch campaigns alongside ESDs.

• Data-Driven Execution: Can interpret CRM and sequence performance data to optimize outreach and AI workflows continuously.

• Cross-Functional Collaboration: Works closely with ESDs and sales leadership to co-develop outreach flows, especially around high-priority accounts.

• Adaptability in a Rapidly Evolving Environment: Comfortable navigating ambiguity and updating approach as sales tools, AI workflows, and outreach strategies evolve.

3. Attributes

• Goal-Oriented & Competitive:

  • Motivated by performance metrics (discovery meetings, demos, pipeline).

  • Hungry to exceed quotas and earn commission or grow into a field sales role.

• Creative & Resourceful: Thinks outside the box to find new pathways into accounts—via 2nd-degree connections, mutuals, or unconventional touchpoints.

• Resilient & Gritty: Not discouraged by rejection. Persistent and disciplined in hitting high-volume outreach metrics every day.

• Proactive & Self-Sufficient: Doesn’t need handholding. Comfortable ramping quickly and taking ownership of workflows and target accounts.

• Tech-Forward Mindset: Naturally curious and confident in navigating AI tools and new sales tech. Sees AI not as a replacement, but as an accelerator of human

What you’ll bring:

• 1 - 2 years of AI Native SDR or progressive outbound sales experience

• Familiarity with AI SDRs, Sales Navigator, Gong Engage, Salesforce

• Passion for technology and a technical aptitude to master sales stack tools

• A keenly developed competitive nature

• Experience with Salesforce or a similar CRM a plus

• A winning and self-starter attitude

Preferred, but Not Required

• BA/BS preferred or equivalent experience.

Benefits & Perks:

Fuel Cycle is committed to supporting the well-being, flexibility, and growth of our team. We offer a competitive and inclusive benefits package that includes:

• Comprehensive Health Coverage: Medical, dental, and vision insurance plans

• 401(k) with Company Match: Plan for your future with our retirement savings program

• Equity Purchase Option: Participate in Fuel Cycle’s long-term success

• Flexible Work Schedule: Empowering you to balance life and work

• Generous Time Off:

  • 15 vacation days and 7 sick days per year

  • 12 company holidays

  • 4 floating holidays/recharge days to rest or celebrate what matters to you

• Paid Parental Leave: Time to bond with your growing family

• Monthly Internet & Phone Stipend: Support for remote work setup

• Wellness & Lifestyle Perks: Access to tools like Rightway (healthcare navigation), Headspace (mental wellness), and more

• Team Connection Perks:

  • Weekly community lunches, refreshments, and snacks at our LA & NY headquarters

  • Pet-friendly office environments

Compensation Overview:

The expected starting salary range for this position is $60,000 - $65,000. This range represents the typical starting compensation offered to candidates hired into this role. Final base salary will be determined based on a variety of factors, including location, work experience, skills, knowledge, education, and certifications.

In addition to base salary, this role is eligible for sales commission, and may include an equity grant or purchase option. These components make up your total compensation package, which will be reviewed in greater detail during your initial recruiter conversation.

At Fuel Cycle, we embrace the values of diversity, equity, and inclusion and are committed to fostering an inclusive company culture. We believe that everyone, regardless of their background or identity, should have equal access to opportunities for growth and advancement. Our selection processes and career pathways are designed to be fair, transparent, and free from bias. We value the unique perspectives and contributions of each team member, knowing that this diverse range of experiences strengthens our team. Fuel Cycle stands firmly against discrimination based on disability, sex, race, gender identity, sexual orientation, religion, national origin, age, veteran status, or any other protected status under the law.

Fuel Cycle is an equal opportunity employer and fully comply with the Americans with Disabilities Act (ADA). We will provide reasonable accommodations for qualified applicants and employees with disabilities, as needed, to enable them to perform the essential functions of their job and participate in the application and interview process. If you require accommodations during any part of the application process, please contact us at [email protected] to discuss your needs.