Sales Development Strategist

Overview: Fuel Cycle is seeking a high-performing, AI-native Sales Development Strategist 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. Location: Los Angeles & New York City Work Arrangement: This is an onsite role requiring four days per week in the office, with one flexible remote day each week based on team needs. 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

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