Sales Development Representative - FICO Scores

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

FICO Scores are used in the vast majority of U.S. lending decisions and are the industry standard for measuring credit risk. As a Sales Development Representative supporting the Scores business, you'll be the front line for identifying and engaging the lenders, credit bureaus, financial institutions, and fintechs that rely on — or should be relying on — FICO Score solutions to make smarter, faster credit decisions. This role is built for someone who understands how financial services organizations think about credit risk, can speak credibly to underwriters, risk officers, and credit teams, and knows how to use modern AI-powered sales tools to research, prioritize, and personalize outreach at scale. You'll research and prospect into target accounts, qualify inbound interest, and build a pipeline that Key Account Managers can convert into long-term Scores relationships. This is a high-visibility opportunity to grow a sales career at the center of one of FICO's most established and respected product lines, while sharpening skills that are increasingly essential to modern selling.

What You'll Contribute

• 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.

What We're Seeking

• 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 speak, read, write in Spanish is a plus; experience with Salesforce or similar CRM is a plus.
• Ability to travel ~50%; travel will fluctuate, but is related to client-facing visits, industry events, and FICO internal meetings.

Our Offer to You

• An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers, and Earn the Respect of Others.
• The opportunity to build deep expertise in credit risk and the Scores business while developing a long-term sales career at FICO, using modern AI-powered tools alongside strong human relationship skills.
• Highly competitive compensation, benefits, and rewards programs that recognize strong performance.
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events that promote interaction and camaraderie.
• The targeted base pay range for this role is: $81,900 to $1,28,700 with this range reflecting differences in candidate knowledge, skills and experience.

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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