Head of Sales Development

Manufacturing is one of the most important industries in the world, yet much of the technology supporting it hasn't kept pace. We're building a fundamentally different future for manufacturing software. Fulcrum is evolving from a traditional manufacturing software company into an AI-native company. We're not interested in simply adding AI features to existing systems. We're rethinking how work gets done, building products that can take on increasingly complex work themselves and give manufacturers capabilities that weren't possible before. That same thinking shapes how we work internally. We believe small teams of exceptional people, equipped with powerful tools and the freedom to make decisions, can accomplish extraordinary things. We're looking for people who are naturally curious, take ownership, and aren't satisfied doing something a certain way just because that's how it's always been done. People who like figuring things out, building things, challenging assumptions, and continuously expanding what they're capable of. There's a lot we're still figuring out, and that's part of the opportunity. If you're energized by meaningful problems, ambitious goals, and the chance to help build something genuinely different, you'll find plenty to do here. About the Role We're looking for a Head of Sales Development who can build an exceptional outbound sales organization, develop high-performing people, and take full ownership of pipeline generation. This isn't a traditional SDR management role where you inherit a mature playbook, monitor activity, and make sure everyone follows the process. We're looking for someone who understands the craft of outbound sales firsthand and is equally excited about building the systems, coaching, and strategies that make an entire team better. At Fulcrum, our SDRs primarily cold call manufacturers, often speaking with business owners and operational leaders who have spent decades in the industry. These aren't always easy conversations. Prospects may be skeptical of technology, deeply attached to existing processes, or unfamiliar with what modern software can make possible. Our SDRs need to combine exceptionally high activity with curiosity, business judgment, and the ability to have meaningful conversations about complex manufacturing operations. Your job is to build a team that consistently delivers both. You'll be expected to get close to the work: making calls alongside the team, listening to conversations, identifying what's limiting individual performance, testing new approaches, and understanding the numbers behind our results. You'll also use AI and modern tools to fundamentally improve how the organization operates. That means building better workflows, analyzing performance, automating repetitive work, and creating systems that help the team learn and improve faster. We're looking for someone who enjoys developing people, competing against ambitious goals, and building things that don't already exist. Someone who takes responsibility for results, isn't afraid to challenge conventional approaches, and can turn an evolving outbound motion into a consistently high-performing organization.