Director, Sales Development

About First Due

First Due’s mission is to prevent first responder injury or death by providing fire and EMS agencies with transformative, end-to-end software solutions that empower them to run safer, smarter, and more effective operations.

Job Title: Director, Sales Development

Location: Remote - US Only
Country: United States
Department: Marketing
Reports To: Chief Marketing Officer
Position Type: Full-Time
Salary: $165,000 + Bonus

Job Summary:

First Due is seeking an experienced Director of Sales Development to lead the team that fuels our pipeline. This role owns First Due's sales development organization end-to-end: the people, the motion, the metrics, and the technology that generates both inbound and outbound opportunities for our Account Executives across Fire and EMS. 

The Director of Sales Development will scale a high-performing outbound motion, ensure inbound demand is converted with speed, and drive expansion pipeline among existing customers. This leader partners closely with Sales, Marketing, Revenue Operations, and Customer Success, delivering a modern, AI-enabled approach to sales development. The ideal candidate combines strategic thinking with hands-on coaching and has a track record of building and scaling SDR teams in B2B SaaS.

Key Responsibilities:

• Lead, coach, and develop a team of SDRs, Managers, and SDR Operations, building a performance-driven team that can scale with the business.
• Own the sales development strategy and operating model across outbound prospecting, inbound conversion, and customer cross-sell motions.
• Own pipeline targets for the SDR organization, including discoveries booked, discoveries completed, conversion to demo, and pipeline contribution.
• Build and refine the outbound motion: target account strategy, trigger-event plays (budget cycles, leadership changes, new initiatives), and multi-channel sequences across phone, email, and LinkedIn.
• Partner with Marketing to ensure inbound demand from web, live chat, webinars, and trade shows is worked with speed and consistency.
• Drive expansion pipeline among existing customers in partnership with Customer Success and Sales, turning product-adoption signals into targeted cross-sell campaigns.
• Partner with the Regional Sales Directors on territory alignment, meeting quality standards, SDR-to-AE handoffs, and a tight feedback loop on opportunity outcomes.
• Design quotas, ramp plans, and variable compensation with Marketing Operations and Finance, ensuring attainment and commission reporting is accurate and transparent.
• Recruit, onboard, and ramp SDR talent, and build clear career paths from SDR into Account Executive and leadership roles.
• Establish the metrics, dashboards, and operating cadence that give Marketing and Sales leadership real-time visibility into activity, conversion, and pipeline.
• Own the sales development tech stack in partnership with SDR Operations, including Salesforce, Gong and Gong Engage, Qualified, ZoomInfo, Pursuit, etc.
• Champion AI-enabled sales development, adopting agents and automation for account research, personalization, lead matching, and routing so the team spends more time in real conversations.
• Share lead-quality, campaign, and market feedback with Marketing so the top of the funnel keeps improving. 

Qualifications:

• 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 the ability to diagnose conversion issues and act on them.
• Hands-on experience with sales engagement platforms (Gong Engage or similar), 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 who is comfortable getting on the phones, listening to calls, and leading by example.

Preferred Qualifications:

• SLED (State, Local, and Education) or Government Technology experience.
• Familiarity with Fire, EMS, or public safety markets is a plus. 

For US-based Roles
All applicants must be authorized to work for any US employer in the United States. Locality Media LLC is unable to sponsor or transition sponsorship ownership of employment visas at this time. Hiring is contingent upon candidates successfully passing a criminal background check. As part of the I-9 verification of authorization to work in the US, Locality Media participates in E-Verify.

Physical Demands and Work Environment
Reasonable accommodation may be made to enable qualified employees and applicants to perform the essential functions as outlined above. If you require an accommodation during the interview process, please reach out to people@firstdue.com.

Working at First Due
First Due offers a comprehensive compensation and benefits package for eligible employees, including competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a fully remote workplace, a technology stipend, opportunities for advancement, and other benefits and perks that sets our team apart. Visit www.firstdue.com to learn more.

If you are a resident of a state requiring wage transparency, please reach out to people@firstdue.com for a reasonable estimate of annual base compensation and any eligible incentive compensation. The actual compensation offered to successful candidates for roles may be higher or lower, based on non-discriminatory criteria including but not limited to relevant professional experience, geographic location, knowledge, skills, and abilities. This range will be reviewed on a regular basis.

First Due is an equal opportunity employer. We do not discriminate in any aspect of employment on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status, or any other protected status or class. We are committed to promoting an environment of respect, acceptance, diversity and inclusivity, and equal opportunity. Discrimination and harassment of any type in any form will not be tolerated.

When you apply for a role at Locality Media, LLC d/b/a First Due, we collect personal information such as identifiers (e.g., name, email, phone number), professional and employment information, education information, and information you provide in your application materials. We use this information to evaluate your candidacy, communicate with you, and manage our recruiting process. We may share this information with our service providers who assist with recruiting and background screening. We do not sell or share applicant personal information for cross-context behavioral advertising. We retain applicant information in accordance with our data retention policies. California residents have rights under the California Consumer Privacy Act (CCPA), as amended by the CPRA. For more information, please review our Candidate Privacy here.