Sales Development Representative (FICO Scores))

Summary

FICO is a leading global analytics software company, helping businesses in 100+ countries make better decisions. As a Sales Development Representative, you will identify and engage potential customers in the financial services sector to promote FICO Score solutions, utilizing modern AI-powered sales tools to enhance outreach and build a strong sales pipeline.

Responsibilities

• Actively identify and research potential customers across banks, credit unions, mortgage lenders, auto lenders, fintechs, and other financial services organizations, using outbound cold calls, emails, and LinkedIn outreach to generate interest in FICO Score solutions
• Use AI-powered prospecting and intent-data tools to identify buying signals, prioritize accounts, and build target lists more efficiently; leverage generative AI tools to draft and iterate on personalized outreach messaging, then apply sound judgment and domain knowledge to refine that content so it reflects the credibility and nuance financial services buyers expect
• Proactively respond to inbound leads generated by marketing campaigns and Scores-focused events, qualifying and converting them into sales-ready meetings and opportunities for Client Success and Sales teams
• Prospect key decision makers within risk, credit, underwriting, and analytics functions at financial institutions, framing conversations around real credit risk and portfolio management challenges rather than generic technology talking points
• Build and maintain a strong pipeline by following up on and qualifying marketing leads, understanding each prospect's credit risk strategy and where FICO Score offerings (including FICO Score versions, industry-specific scores, and related analytics) can improve their decisioning
• Maintain accurate lead and customer data in Salesforce, eventually using AI-assisted scoring and reporting features where available to keep pipeline visibility current and support forecasting
• Develop a working understanding of how FICO Scores are licensed, distributed, and used across the credit lifecycle — including relationships with the credit bureaus — so you can speak knowledgeably about how the Scores ecosystem fits into a lender's operations
• Position FICO's Scores value proposition with a consultative approach, connecting a prospect's credit risk and portfolio performance goals to the right FICO solution — recognizing where AI-generated insight is useful and where a genuine, well-informed human conversation is what actually earns trust
• Partner with Sales and Client Success to develop account and territory strategies, prioritizing financial institutions and segments where Scores adoption or expansion opportunity exists
• Collaborate with Field Marketing to refine messaging and lead generation strategies specific to the Scores audience, feeding back campaign performance and prospect insights

Skills

• Bachelor's degree or equivalent experience operating in a commercial or financial services environment
• Experience working in financial services, ideally within credit risk, underwriting, lending operations, or a related function — you understand how lenders use credit scores to make decisions and can speak that language with prospects
• Experience working in a results-oriented or sales environment required; previous sales, SDR, or business development experience is desirable
• Strong capacity to build relationships quickly over the phone, through email, and via social channels, particularly with risk and credit professionals who expect subject-matter credibility
• Effective problem-solving, time management, and organizational skills, with the ability to manage a high-volume outbound and inbound pipeline
• Comfort using AI-enabled sales tools such as Salesforce Einstein/Agentforce, ZoomInfo, Gong, Outreach or Salesloft AI features, LinkedIn Sales Navigator, and generative AI writing assistants to research accounts and personalize outreach at scale
• A curious, adaptable mindset toward new technology — genuinely interested in learning new AI tools quickly and figuring out how they can improve prospecting effectiveness, rather than waiting to be told how to use them
• Ability to think strategically and use data — including AI-surfaced insights — to prioritize accounts and prospects
• Ability to travel ~50%; travel will fluctuate, but is related to client-facing visits, industry events, and FICO internal meetings
• Ability to speak, read, write in Spanish is a plus
• Experience with Salesforce or similar CRM is a plus

Qualifications

Must Haves

• Bachelor's degree or equivalent experience operating in a commercial or financial services environment
• Experience working in financial services, ideally within credit risk, underwriting, lending operations, or a related function — you understand how lenders use credit scores to make decisions and can speak that language with prospects
• Experience working in a results-oriented or sales environment required; previous sales, SDR, or business development experience is desirable
• Strong capacity to build relationships quickly over the phone, through email, and via social channels, particularly with risk and credit professionals who expect subject-matter credibility
• Effective problem-solving, time management, and organizational skills, with the ability to manage a high-volume outbound and inbound pipeline
• Comfort using AI-enabled sales tools such as Salesforce Einstein/Agentforce, ZoomInfo, Gong, Outreach or Salesloft AI features, LinkedIn Sales Navigator, and generative AI writing assistants to research accounts and personalize outreach at scale
• A curious, adaptable mindset toward new technology — genuinely interested in learning new AI tools quickly and figuring out how they can improve prospecting effectiveness, rather than waiting to be told how to use them
• Ability to think strategically and use data — including AI-surfaced insights — to prioritize accounts and prospects
• Ability to travel ~50%; travel will fluctuate, but is related to client-facing visits, industry events, and FICO internal meetings

Nice to Haves

• Ability to speak, read, write in Spanish is a plus
• Experience with Salesforce or similar CRM is a plus

Benefits

• Highly competitive compensation, benefits, and rewards programs that recognize strong performance
• Work/life balance
• Employee resource groups
• Social events that promote interaction and camaraderie