Director, Sales Development

Job not on LinkedIn

🔥 2 minutes ago

🇺🇸 United States – Remote

💵 $165k / year

⏰ Full Time

🔴 Lead

💵 Sales Development (SDR)

👻 Ghost score 0%

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First Due

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2016

☁️ SaaS

🏛️ Government

🤝 B2B

💰 $355M Private Equity Round - First Due on 2025-08

SaaS • Government • B2B

First Due is a software company that provides cloud-based pre-incident planning, mapping, and situational awareness tools for fire departments, EMS, and other emergency responders. Its platform centralizes building data, hydrant locations, risk assessments, and operational details and integrates with dispatch/CAD systems to improve incident response, resource allocation, and community risk reduction. First Due sells its platform as a subscription/service to public-safety agencies and municipal governments.

📋 Description

• Lead, coach, and develop a team of SDRs, Managers, and SDR Operations • Own the sales development strategy and operating model across outbound prospecting, inbound conversion, and customer cross-sell motions • Own SDR pipeline targets, including discoveries booked, discoveries completed, demo conversion, and pipeline contribution • Build and refine outbound motions using target-account strategy, trigger-event plays, and multichannel sequences across phone, email, and LinkedIn • Partner with Marketing to process inbound demand from web, live chat, webinars, and trade shows quickly and consistently • Drive expansion pipeline among existing customers through targeted cross-sell campaigns based on product-adoption signals • Partner with Regional Sales Directors on territory alignment, meeting quality, SDR-to-AE handoffs, and opportunity feedback • Design quotas, ramp plans, and variable compensation with Marketing Operations and Finance • Recruit, onboard, and ramp SDR talent; build career paths into Account Executive and leadership roles • Establish metrics, dashboards, and operating cadence for real-time visibility into activity, conversion, and pipeline • Own the sales development technology stack, including Salesforce, Gong/Gong Engage, Qualified, ZoomInfo, and Pursuit • Champion AI-enabled sales development through agents and automation for account research, personalization, lead matching, and routing • Share lead-quality, campaign, and market feedback with Marketing • Report to the Chief Marketing Officer • Support First Due's mission of providing transformative end-to-end software solutions to fire and EMS agencies

🎯 Requirements

• 7+ years of experience in sales development or B2B SaaS sales, including 3+ years leading SDR teams • Experience managing managers, with a track record of developing front-line leaders • Demonstrated success scaling an SDR organization and consistently hitting pipeline targets • Experience building outbound motions for complex, multi-stakeholder buying cycles • Experience designing SDR quotas, ramp plans, and compensation structures • Strong command of Salesforce reporting and funnel metrics, with ability to diagnose conversion issues and act on them • Hands-on experience with sales engagement platforms such as Gong Engage, conversation intelligence, and conversational marketing tools such as Qualified • Proven ability to recruit, coach, and retain high-performing SDR talent • Experience using AI-powered tools to improve prospecting productivity, research, and personalization • Exceptional written, verbal, and presentation communication skills • Builder mindset with experience taking a sales development function to its next stage of scale • Player-coach comfortable getting on the phones, listening to calls, and leading by example • SLED or Government Technology experience preferred • Familiarity with Fire, EMS, or public safety markets is a plus • Must be authorized to work for any US employer in the United States • Must successfully pass a criminal background check • Education is optional

🏖️ Benefits

• Bonus • Medical coverage • Dental coverage • Vision coverage • FSA/HSA • 401(k) • Flexible PTO • Fully remote workplace • Technology stipend • Opportunities for advancement • Other benefits and perks • Reasonable accommodation during the interview process and employment