Sales Development Representative - Central Plains, West Coast, Mountain Region

About First Due

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.

Job Summary

As a Sales Development Representative, you fuel First Due’s pipeline. You move fluidly between outbound and inbound motion — running multi-touch sequences against target Fire and EMS agencies one moment, and converting a demo request, webinar registrant, trade-show lead, or live chat conversation the next. Across both motions, your job is the same: turn signal into a real conversation, qualify it, and hand the Account Executive an opportunity worth winning.

We are looking for someone with proven cold-calling chops, real resilience, and the discipline to hit activity numbers in a remote, high-growth environment.

Key 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.
• Build the account view: Use tools like ZoomInfo, NationGraph, Starbridge, and Pursuit to identify agencies in-cycle, map buying committees, surface trigger events, and personalize outreach.
• Own live chat: Engage in real time via Qualified, route serious buyers to the right next step, and capture context for handoffs.
• Run real discovery: Qualify on role, agency size, current systems, pain, fit, urgency, and authority — then book qualified meetings for the appropriate Account Executive.
• 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.
• 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 operational pain points.

Qualifications

• 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 with the ability to handle objections cleanly and secure meetings with senior decision-makers.
• Resilience and consistency to maintain performance and hit activity numbers in a remote environment.
• Strong written and verbal communication skills for effective cold outreach and public safety leadership engagement.
• 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.
• Self-directed operator with strong organization and time management across multiple sequences, accounts, and stakeholders.
• Familiarity with Fire, EMS, or public safety operations is a plus.