Director, Sales Development

First Due

. Lead, coach, and develop a team of SDRs, Managers, and SDR Operations .

Posted 10/6/2026full-timeRemote • United StatesLead💰 $165,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing sales development teams, with a strong focus on pipeline management, outbound strategies, and leveraging technology for sales engagement. Proven ability to drive results through effective coaching, metrics analysis, and collaboration with marketing and sales leadership.

Highest-signal resume keywords

Sales Development LeadershipPipeline ManagementSalesforce ReportingOutbound Strategy DevelopmentAI-Powered Prospecting Tools

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales DevelopmentB2B SaaS SalesSDR Quota DesignFunnel Metrics AnalysisOutbound Motion BuildingMulti-Stakeholder Buying CyclesRecruitment and OnboardingSales Engagement PlatformsAI-Enabled Sales DevelopmentConversion Issue Diagnosis

Soft Skills

CoachingCommunicationLeadershipPresentation SkillsBuilder Mindset

Tools & Technologies

SalesforceGong EngageQualifiedZoomInfoPursuit

Industry Keywords

SLEDGovernment TechnologyFireEMSPublic Safety

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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