Sales Development Representative (WEST)

First Due is dedicated to enhancing the safety of first responders through innovative software solutions. The Sales Development Representative will be responsible for generating leads and qualifying opportunities to support the sales team, focusing on both outbound and inbound sales efforts.

Responsibilities:

• Run outbound prospecting at volume: Execute multi-touch sequences across cold call, cold email, and LinkedIn against a defined target account list each week
• Work inbound leads with speed: Respond to demo requests, content downloads, webinar registrants, trade show attendees, and live chat conversations within agreed SLAs. Speed-to-lead is part of the job
• Build the account view: Use tools like ZoomInfo, NationGraph, Starbridge, and Pursuit to identify agencies in-cycle, map buying committees, surface trigger events (budget cycles, leadership changes, new initiatives), and personalize outreach
• Own live chat: Engage in real time via Qualified, route serious buyers to the right next step, and capture context so nothing gets lost in the handoff
• Run real discovery: Qualify on role, agency size, current systems, pain, fit, urgency, and authority — then book qualified meetings for the appropriate Account Executive. A meeting only counts if the AE inherits a real opportunity
• Partner with AEs on territory plans: Co-own target account lists, share intel, and align prospecting motion with the AE’s strategy for the region
• Close the loop with marketing: Share lead-quality feedback, campaign signals, and prospect language back to the marketing team so we keep getting better at the top of the funnel
• Maintain CRM discipline: Keep activity, account notes, lead statuses, and opportunity context current in Salesforce, with HubSpot used for sequencing and engagement tracking
• Hit and exceed your numbers: Consistently meet or surpass KPIs around outbound activity, inbound response time, qualified meetings booked, and pipeline contribution
• Know the market: Maintain a working understanding of the Fire and EMS landscape — incumbents, funding sources, buying cycles, and the operational pain points that drive change

Requirements:

• 2+ years of sales development experience in SaaS or a comparable B2B environment, with a documented record of generating meetings and pipeline
• Proven cold-calling chops. You are comfortable on the phone with senior decision-makers, you handle objections cleanly, and you do not get talked out of the meeting
• Resilience and consistency. You can take a hard no on call 30 and dial call 31 with the same energy. You hit your activity numbers because you actually do the work
• Strong written and verbal communication. You write cold emails that get replies, and you can hold a confident, helpful conversation with a senior public safety leader
• Comfortable across the full motion. You can run cold outbound sequences in the morning and convert an inbound demo request or live chat in the afternoon without missing a beat
• Proficiency with Salesforce and HubSpot for pipeline management, sequencing, and engagement tracking
• Hands-on experience with sales intelligence and prospecting tools such as ZoomInfo, NationGraph, Starbridge, and Pursuit, or comparable platforms used to surface in-market accounts
• Self-directed operator. You can plan a week of work, manage a pipeline without hand-holding, and ask for help when it actually moves the number
• Organized and process-disciplined, with strong time management across multiple sequences, accounts, and stakeholders
• Familiarity with live chat platforms such as Qualified is a plus — we will train you on our stack
• Familiarity with Fire, EMS, or public safety operations — whether through prior employment, volunteer service, or close exposure — is a plus, not a requirement