[Hiring] Director of Sales Development @First Due

Role Description

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.

Requirements

• All applicants must be authorized to work for any US employer in the United States.
• Hiring is contingent upon candidates successfully passing a criminal background check.

Benefits

• 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.