Sales Development Representative

Washington DC

Who we are

Fugue is an enterprise security SaaS company that helps companies ensure their cloud infrastructure is compliant with enterprise security policies. We have raised a total of $74MM from investors including New Enterprise Associates, The Maryland Venture Fund, and Core Capital Partners. With offices in Frederick, MD, Washington, DC, and San Jose, Fugue is rapidly expanding its talented, high performing team.


What we do

Fugue ensures cloud infrastructure stays in continuous compliance with enterprise security policies. Our solution identifies cloud infrastructure security risks and compliance violations and ensures that they are never repeated. Fugue provides baseline drift detection and automated remediation to eliminate data breaches, and powerful visualization and reporting tools to easily demonstrate compliance.

Fugue automates compliance audits with out-of-the-box frameworks for HIPAA, GDPR, CIS Benchmark, and NIST 800-53, and supports custom policies. Fugue works with CI/CD pipelines to ensure compliance and prevent unauthorized change. Customers like Sparkpost, PBS, and SAP NS2 rely on Fugue to protect against cloud risks and enforce compliance.

What we’re looking for

We’re searching for a bright, energetic and motivated Sales Development Representative (SDR) to join our team. As an SDR, you will be responsible for generating and qualifying new leads and booking qualified meetings for our Account Executives.


To be successful in this role, you should have experience in developing and nurturing your own sales funnel. You should have strong communication skills, both written and verbal, and the ability to build rapport with prospects quickly over the phone. Successful SDRs are also adept at identifying prospect needs and pain points and properly positioning the value that Fugue brings to enterprises.


This is a unique opportunity for any rep with 1-3 years of SaaS/Software experience to join a fast growing company that has some of the brightest talent in the DC tech scene. After 12-18 months of demonstrated success in this role, you will have the opportunity to move into an account executive position where you will be conducting meetings, product demos, and ultimately close business. Other potential career opportunities include moving into an SDR Manager position or Account Management role.


Primary responsibilities:

Manage Leads - We have a comprehensive list of target accounts that we have identified as great prospects for Fugue. You will leverage data sources like DiscoverOrg and Linkedin Sales Navigator to update our CRM with all relevant leads within those accounts.


Outbound Prospecting - Your sales activities will be driven by outreach (calls+emails) to contacts within our target accounts, both through cold prospecting as well as following up on marketing activities such as content downloads, webinar signups, event attendees and more.  

Set Meetings - Your primary prospecting objective is to set qualified meetings for account executives. You will have a monthly and quarterly for meetings set, show rate and qualified rate.


Engage with Website Traffic - We use drift as a way to provided automated engagement to website visitors but we also rely on sales to help engage with target accounts who come to site.

Communicate value - The most successful reps will be those who quickly become well versed in both the market and the Fugue product. Learn the technology enough to be able to articulate the features, benefits and most importantly the value to your prospects.


Refine process - Measure performance, determine what’s working and what isn’t, and help to refine our current sales process. You will provide feedback to the sales team and marketing team to help ensure we’re reaching the right people at the right organizations. You’ll also work closely with the account executives and VP of Sales to improve processes and quality of meetings.


Fugue is a fast growing team that will give you direct access to the CEO, Director and VP of Sales as well as our VP of Product. We want someone with a track record of successfully setting meetings and building pipelines to help us build the team of SDRs quickly over the next two years. This is an excellent opportunity to get in at the ground level and every member of our team will provide you with the resources to succeed and grow into the next stage of your sales career.


Qualifications and Skills

  • 0-3 years experience in setting meetings. Ideally the candidate will have some sales experience but recent grads with the right 'raw talent' should apply. 
  • Ability to consistently book 15-20 meetings a month
  • Process driven. Constantly evaluating and creating the most productive processes for success
  • Ability to make 'in-game' improvements to pitch to make a positive impact on results
  • Track record of thriving in a competitive, fast past and high volume sales role
  • Scrappy work ethic with a “do anything it takes” attitude to achieving a goal
  • Self-starter who can develop a formula to success
  • Top-notch communicator. Can think on their feet and sell to decision makers at every level
  • Team-player mentality who can understand how to leverage the strengths and assets of others around them
  • Ability to make 75+ outbound calls and send out multiple targeted emails on a daily basis


Bonus points for...

  • Experience utilizing CRM (ideally Salesforce) or marketing automation systems (e.g. HubSpot)
  • Experience in cyber security, cloud security or cloud engineering
  • Interest developing a career in SaaS sales or security and compliance


The Benefits You’ll Get:

  • Competitive Base Salary + high commission potential
  • Incredible office space in Dupont Circle
  • Medical, Dental, Vision
  • 401K
  • Unlimited Vacation Policy
  • Free snacks
  • Company provided lunch three days a week
  • Continuing learning budgets for every employee
  • Company Happy Hours