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Salary: USD 165,000 - 0 / annual
First Due is seeking an experienced Director of Sales Development to lead the end-to-end sales development organization. This role owns the people, motion, metrics, and technology that generate both inbound and outbound opportunities for Account Executives across Fire and EMS agencies.
The Director will scale a high-performing outbound motion, ensure inbound demand is converted with speed and consistency, 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.
Key responsibilities include:
- Leading, coaching, and developing a team of SDRs, Managers, and SDR Operations staff
- Owning sales development strategy across outbound prospecting, inbound conversion, and customer cross-sell motions
- Establishing and managing pipeline targets including discoveries booked, conversion to demo, and pipeline contribution
- Building and refining outbound motion: target account strategy, trigger-event plays, and multi-channel sequences across phone, email, and LinkedIn
- Partnering with Marketing to ensure inbound demand from web, chat, webinars, and trade shows is worked with speed
- Driving expansion pipeline among existing customers in partnership with Customer Success and Sales
- Collaborating with Regional Sales Directors on territory alignment, meeting quality standards, SDR-to-AE handoffs, and feedback loops
- Designing quotas, ramp plans, and variable compensation with Marketing Operations and Finance
- Recruiting, onboarding, and ramping SDR talent; building career paths from SDR to Account Executive and leadership
- Establishing metrics, dashboards, and operating cadence for real-time visibility into activity, conversion, and pipeline
- Managing the sales development tech stack including Salesforce, Gong, Qualified, ZoomInfo, Pursuit, and others
- Championing AI-enabled sales development, adopting agents and automation for account research, personalization, lead matching, and routing
- Sharing lead-quality, campaign, and market feedback with Marketing to improve top-of-funnel performance
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.
Qualifications:
- 7+ years of experience in sales development or B2B SaaS sales, including 3+ years leading SDR teams
- Preferred: SLED (State, Local, and Education) or Government Technology experience; familiarity with Fire, EMS, or public safety markets
