FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!
The Opportunity
Are you a sales-minded, ambitious self-starter with a creative and entrepreneurial edge? As a Sales Development Representative (SDR) at FICO, you'll play a strategic role in our continued growth — uncovering high-value opportunities through compelling storytelling and meaningful engagement with the market's next premier customers. You'll prospect and nurture across multiple channels, build relationships with decision-makers at multiple levels of an organization, and collaborate cross-functionally to build a healthy, high-quality pipeline. Surrounded by smart, driven teammates, you'll sharpen your skills, expand your knowledge — including how to put AI tools to work in your day-to-day — and prepare for rapid career advancement in a fast-paced, high-impact environment.
What You'll Contribute
- Build and continuously deepen your knowledge of FICO's platform, solutions, and competitive positioning — using customer success stories and AI-powered tools to sharpen your messaging — so you can educate the market, share thought leadership, position FICO's value proposition with a consultative approach, and handle objections with confidence.
- Research target accounts and industries, using AI-assisted research tools to understand prospects' business drivers, pain points, and priorities, and apply that insight to identify and pursue high-value opportunities — net new and expansion — within your ideal customer profile.
- Build and execute a territory strategy in coordination with your assigned Key Account Managers (KAMs), balancing proactive outbound prospecting — cold calls, email, LinkedIn, and other digital channels — with timely, disciplined follow-up on inbound leads to sustain a healthy, high-quality pipeline.
- Execute a consistent, multi-channel outreach cadence, qualifying opportunities against FICO's Platform Capabilities to advance the right opportunities and identify clear next steps.
- Build relationships across multiple levels and departments within prospect organizations, and cultivate a network of internal FICO resources — sales, marketing, and solution experts — to support and accelerate the sales process.
- Partner closely with your assigned KAMs and cross-functional teams, sharing well-researched, actionable insights on prospect needs and contributing to shared account-based outreach and lead pursuit strategies — with particular focus on accounts and territory KAMs aren't currently reaching.
- Work with Field Marketing to refine messaging and lead-generation strategies, sharing feedback on campaign performance to continuously improve sales development program effectiveness.
- Bring a resourceful, adaptable approach to prospecting: test new angles when something isn't working, and use AI tools as a thinking partner to problem-solve and sharpen your approach in real time.
- Maintain accurate records of prospect data and market insights in Salesforce to support campaign optimization, pipeline reporting, and sales development effectiveness.
- Actively seek out and apply feedback and coaching, and participate in ongoing training to deepen product knowledge, understand buyer personas, and improve outreach effectiveness.
- Take ownership of your results: consistently meet and aim to exceed monthly, quarterly, and annual goals for qualified pipeline generation, exercising resilience and self-motivation to overcome obstacles in a fast-paced, results-driven environment.
What We're Seeking
- Bachelor's degree or equivalent experience operating in a commercial/business environment.
- Experience in Sales Development, Business Development, or Inside Sales in a technology-driven environment.
- Experience selling or prospecting into enterprise software, or a strong understanding of how large, complex organizations operate.
- Proficiency with Salesforce or a similar CRM, plus tools such as LinkedIn Sales Navigator, ZoomInfo, and Microsoft Office, and comfort learning AI-powered sales and research tools.
- Strong ability to build relationships quickly and across multiple levels of an organization — via phone, email, and digital channels.
- A detail-oriented, motivated self-starter who thrives in fast-changing, high-growth environments.
- A critical thinker who uses data to inform decisions, adapts approach when something isn't working, and continuously improves performance.
- A collaborative, coachable team member who seeks out feedback, performs well individually and as part of a high-performing team, and contributes to shared success.
- Fluent English and Spanish.
Our Offer To You
- An inclusive culture strongly reflects our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
- The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
- Highly competitive compensation, benefits, and rewards programs that encourage you to bring your best every day and be recognized for doing so.
- An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
Why Make a Move to FICO?
At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
FICO makes a real difference in the way businesses operate worldwide:
• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.
Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!
Learn more about how you can fulfil your potential at www.fico.com/Careers
FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.
Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy
