Director, Sales Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and cultivate a team of SDRs, Managers, and SDR Operations.

• Take ownership of the sales development strategy and operational model encompassing outbound prospecting, inbound conversion, and customer cross-sell initiatives.

• Manage SDR pipeline targets, which include booked discoveries, completed discoveries, demo conversion rates, and pipeline contributions.

• Develop and enhance outbound strategies utilizing target-account approaches, trigger-event tactics, and multichannel sequences across phone, email, and LinkedIn.

• Collaborate with Marketing to efficiently process inbound demand from web inquiries, live chat, webinars, and trade shows.

• Drive expansion pipeline within existing customers through targeted cross-sell campaigns based on product adoption signals.

• Work alongside Regional Sales Directors on territory alignment, meeting quality, SDR-to-AE handoffs, and opportunity feedback.

• Design quotas, ramp plans, and variable compensation in conjunction with Marketing Operations and Finance.

• Recruit, onboard, and develop SDR talent; create career pathways into Account Executive and leadership positions.

• Establish metrics, dashboards, and operational cadence for real-time visibility into activities, conversion rates, and pipeline status.

• Oversee the sales development technology stack, including Salesforce, Gong/Gong Engage, Qualified, ZoomInfo, and Pursuit.

• Advocate for AI-enabled sales development through agents and automation for account research, personalization, lead matching, and routing.

• Provide feedback on lead quality, campaigns, and market conditions to Marketing.

• Report directly to the Chief Marketing Officer.

• Support First Due's mission of delivering transformative end-to-end software solutions to fire and EMS agencies.

⛳️ Requirements

• Over 7 years of experience in sales development or B2B SaaS sales, including a minimum of 3 years in leadership roles managing SDR teams.

• Proven experience in managing managers, with a history of nurturing front-line leaders.

• Documented success in scaling an SDR organization and consistently achieving pipeline targets.

• Experience in crafting outbound strategies for complex, multi-stakeholder buying cycles.

• Familiarity with designing SDR quotas, ramp plans, and compensation frameworks.

• Strong proficiency in Salesforce reporting and funnel metrics, with the ability to identify and act on conversion challenges.

• Practical experience with sales engagement tools such as Gong Engage, conversation intelligence, and conversational marketing platforms like Qualified.

• Proven track record in recruiting, coaching, and retaining high-performing SDR talent.

• Experience utilizing AI-driven tools to enhance prospecting efficiency, research, and personalization.

• Outstanding written, verbal, and presentation communication abilities.

• A builder mentality with experience advancing a sales development function to the next level of scale.

• A player-coach who is comfortable making calls, reviewing conversations, and leading by example.

• Experience in SLED or Government Technology is preferred.

• Familiarity with Fire, EMS, or public safety markets is advantageous.

• Must be authorized to work for any US employer in the United States.

• Must successfully pass a criminal background check.

• Education is not a mandatory requirement.

🏝️ Benefits

• Bonus.

• Medical coverage.

• Dental coverage.

• Vision coverage.

• FSA/HSA.

• 401(k).

• Flexible PTO.

• Fully remote workplace.

• Technology stipend.

• Opportunities for advancement.

• Additional benefits and perks.

• Reasonable accommodation during the interview process and employment.