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

First Due

2h•Remote

About The Position

First Due is seeking a Sales Development Representative to build pipeline by handling both outbound prospecting and inbound leads. The role engages target Fire and EMS agencies through multi-touch outreach, and responds to demo requests, webinar registrants, trade-show leads, content downloads, and live chat conversations. The representative qualifies prospects and passes worthwhile opportunities to Account Executives. The role requires consistent prospecting activity, timely inbound follow-up, effective discovery, and close coordination with Account Executives and Marketing. It is a full-time, remote position for the Central Plains, West Coast, or Mountain Region, reporting to the Sales Development Manager. Compensation is listed as $60,000 plus commission.

Requirements

At least 2 years of sales development experience in SaaS or a comparable B2B environment, with a documented record of generating meetings and pipeline.
Demonstrated cold-calling ability, including comfort speaking with senior decision-makers and handling objections.
Resilience and consistency in maintaining prospecting activity and meeting activity targets.
Strong written and verbal communication skills.
Ability to handle both outbound prospecting and inbound lead conversion.
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.
Ability to plan work independently, manage a pipeline, and seek help when needed.
Strong organization, process discipline, and time management across multiple sequences, accounts, and stakeholders.
Authorization to work for any US employer in the United States; employment visa sponsorship or transfer is not available.
Successful completion of a criminal background check is required.

Nice To Haves

Familiarity with live chat platforms such as Qualified; training on First Due's stack will be provided.
Familiarity with Fire, EMS, or public safety operations through prior employment, volunteer service, or close exposure.

Responsibilities

Execute high-volume outbound prospecting through multi-touch cold-calling, cold-email, and LinkedIn sequences against a defined target account list.
Respond within agreed service-level agreements to inbound demo requests, content downloads, webinar registrants, trade-show attendees, and live chat conversations.
Use sales intelligence and prospecting tools to identify agencies in-cycle, map buying committees, find trigger events, and personalize outreach.
Engage prospects in real time through Qualified live chat, direct serious buyers to the appropriate next step, and capture context for handoffs.
Conduct discovery and qualify prospects based on role, agency size, current systems, pain, fit, urgency, and authority; book qualified meetings for the appropriate Account Executive.
Partner with Account Executives on territory plans, target account lists, prospecting strategy, and account intelligence.
Share lead-quality feedback, campaign signals, and prospect language with the Marketing team.
Maintain current activity, account notes, lead statuses, and opportunity context in Salesforce, using HubSpot for sequencing and engagement tracking.
Meet or exceed KPIs for outbound activity, inbound response time, qualified meetings booked, and pipeline contribution.
Maintain a working understanding of the Fire and EMS market, including incumbents, funding sources, buying cycles, and operational pain points.