FlowFuse - Founding SDR

• Work every qualified lead — inbound and outbound — toward a clear next step • Run multi-touch follow-up sequences and refine them based on actual conversion data • Build and maintain the SDR and BDR playbook from scratch, iterating rapidly on what works • Increase meeting generation and reduce stalled leads • Collaborate closely with Account Executives to ensure smooth handoff into discovery • Feed structured insight back to marketing on lead quality, objections, and messaging gaps • Track and report on core metrics: speed to first touch, MQL-to-meeting rate, follow-up velocity • We are hiring for inbound MQL follow-up first because that is the clearest constraint right now — but this role was never meant to stay there. As the inbound motion becomes repeatable, you will expand into outbound prospecting: identifying target accounts, testing cold sequences, and generating net-new pipeline. The SDR function you build will grow into a full SDR/BDR capability. This is a ground-floor opportunity to define what that looks like at FlowFuse. • We move quickly and focus on getting useful work done. We care more about outcomes than appearances, and we prefer testing, iterating and learning over over-planning. This is a role for someone comfortable working independently and taking initiative without needing constant direction. If something isn't working, we expect people to speak up and adjust quickly. Just a small team building something real in a space that most software companies ignore, having a lot of fun doing it. If you've ever thrived in an environment where everyone just figures it out, you'll fit right in. • Builder mentality: Excited to work without a blueprint. You see an undefined process as an opportunity, not a gap. • Builder mentality • AI fluency: Comfortable using AI tools to accelerate your work — or actively developing that skill. This isn't optional, it's how we operate. • AI fluency: • Comfortable taking initiative and trying things quickly: You send the first email before the playbook is finished. You learn by doing, not by planning. • Comfortable taking initiative and trying things quickly • Strong follow-up habits: Speed, persistence, and follow-up quality over raw volume. • Strong follow-up habits • Iterative discipline: You track what you test, draw conclusions quickly, and change course without drama. • Iterative discipline • Communication: Strong written and verbal skills. You can engage both a plant engineer and a CTO without switching decks. • Communication • Technical curiosity: Comfortable learning and talking about Node-RED, industrial automation, IoT, and edge deployments. • Technical curiosity • Process thinking: You spot where leads stall, where CRM data lies, and how to fix both. • Process thinking • Week 1–4 • Learn how FlowFuse's product, customers, and current sales process work, specifically how inbound demand currently does (and does not) become meetings • Learn the MQL definition, current routing logic, and any existing follow-up patterns • By week 2: send your first outreach sequences. Start testing outreach early rather than over-planning • Meet with sales, marketing, and customer success to understand the full lead lifecycle • Begin logging observations on where leads stall and why • Week 5–8 • Own daily inbound MQL follow-up independently against agreed SLAs • Start systematically testing and iterating: messaging, cadence length, channel mix, personalisation approaches • Identify the top two or three places where MQL-to-meeting conversion breaks down and propose fixes • Begin tracking and sharing conversion metrics weekly • Week 9–13 • Operate the inbound SDR motion independently with clear daily and weekly discipline • Publish a first version of the SDR playbook — even if it is a draft — and treat it as a living document • Provide structured feedback to marketing on lead quality and messaging gaps • Start exploring what an outbound process could look like: target account criteria, sequencing approach, first tests • Initial Screening: Resume and cover letter review for communication quality, early-stage GTM experience, and evidence of initiative and willingness to experiment • Initial Screening • First Interview: Phone or video conversation on execution style, iteration approach, and mindset in ambiguous environments • First Interview • Second Interview: In-depth discussion with the hiring manager and relevant team members on process thinking, collaboration with marketing and AEs, and what "building a playbook" means to you • Second Interview • STAR Interview (45 mins): Behavioral interview focused on values alignment — ownership, iteration, learning from failure, and results over perfection — conducted by the CEO • STAR Interview (45 mins) • Assessment/Presentation: Short work sample or live exercise (see below) • Assessment/Presentation • Final Interview: Conversation with key stakeholders • Final Interview • Offer • Prepare a 10-minute roleplay or presentation for a hypothetical inbound lead who has requested contact after engaging with FlowFuse content. Assume the prospect is interested in managing Node-RED instances across distributed industrial environments but has not yet committed to a meeting. • Your goal: identify the best follow-up approach for this lead, ask the right qualifying questions, respond to initial objections or concerns, and move toward a booked discovery meeting. • Please spend no more than 90 minutes on preparation.