Director of Business Strategy, ITM

First Due

8d•Remote

About The Position

We are seeking a Director of Business Strategy to drive the success of First Due's ITM (Inspections, Testing, and Maintenance) module. This is a senior cross-functional leadership role responsible for coordinating efforts across Product, Sales, Marketing, and Customer Experience to ensure the business meets and exceeds goals for revenue growth, retention, compliance within relevant authorities having jurisdiction (AHJs), and market share expansion. While individuals may bring expertise in a specific area like sales or product, they will be expected to drive performance across all functional areas. Reporting directly to the COO, you will be an owner for the business performance of this product. You will help set strategy, remove blockers, build partnerships, and act as the cross-functional glue that keeps everything aligned and moving. The portfolio scope is expected to evolve as First Due grows, and the right candidate will be comfortable with — and energized by — that ambiguity. The ultimate goal is to grow First Due’s market share in ITM aggressively, driving toward true market leadership.

Requirements

7+ years of experience in SaaS product strategy, business development, or GTM roles.
Domain expertise in Public Safety, Fire & Life Safety compliance, or a closely related regulated industry.
Proven ability to work cross-functionally across Product, Sales, Marketing, and Customer Experience.
Strong understanding of SaaS growth levers — ARR, retention, adoption, upsell.
Excellent communication skills — able to influence at the executive level and with external stakeholders.
Experience in competitive positioning and driving market strategy in a fast-growth SaaS environment.
All applicants must be authorized to work for any US employer in the United States. Locality Media LLC is unable to sponsor or transition sponsorship ownership of employment visas at this time.
Hiring is contingent upon candidates successfully passing a criminal background check.
As part of the I-9 verification of authorization to work in the US, Locality Media participates in E-Verify.

Nice To Haves

Familiarity with NFPA standards, compliance workflows, or fire inspection industry practices.
Prior experience with ITM, and AHJ compliance in public safety.
Experience managing or supporting partnerships with contractors, AHJs, or government entities.
MBA or equivalent strategic/analytical background.

Responsibilities

Act as the voice of the ITM business unit, providing input into product roadmap and competitive positioning.
Partner with Product Management to identify and prioritize feature gaps vs. competitors.
Partner with Sales leadership to track pipeline, forecast, and win/loss trends, and surface key learnings from sales to the product team to inform the roadmap.
Educate sales reps and leaders about ITM and create talk tracks as needed.
Drive GTM initiatives: case studies, webinars, trade shows, and thought leadership.
Collaborate with Marketing to position ITM as a market leader within the broader First Due platform. This includes driving pipeline creation, creating campaign calendars, and marketing collateral, and attending conferences and events to drive awareness.
Explore and drive GTM and solution partnerships, especially related to compliance and inspection workflows.
Build and manage partnerships with third-party service providers (contractors, inspectors, etc.), compliance organizations, billing partners, and other potential integration partners (particularly contractor software platforms).
Partner with Implementation and Support teams to ensure customer onboarding timelines and satisfaction benchmarks are met.
Ensure service providers are aware of the platform, onboarded, and are using it.
Drive submissions compliance at implemented AHJs.
Identify key adoption blockers across the product portfolio and drive cross-functional solutions.
Work with Customer Success to identify cross-sell, upsell, and expansion opportunities within existing accounts.
Present monthly business reviews to the CEO/COO, including progress, risks, and asks across the product portfolio.
Track revenue growth, retention, compliance and adoption metrics, and market penetration across each product line.
Act as cross-functional "glue" ensuring the full product portfolio has alignment across the organization.