Sales Development Representative - Raleigh, North Carolina

First Due

9h•Remote

About The Position

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. The Sales Development Representative fuels First Due’s pipeline through both outbound and inbound sales development. The role runs multi-touch sequences to target Fire and EMS agencies and converts inbound interest from demo requests, webinars, trade shows, content downloads, and live chat into qualified conversations and opportunities for Account Executives. The position requires proven cold-calling ability, resilience, and the discipline to meet activity targets in a remote, high-growth environment. The representative researches target agencies and buying committees, identifies relevant trigger events, conducts discovery, qualifies opportunities, and books qualified meetings for the appropriate Account Executive. The role partners with Account Executives on territory plans and shares lead-quality feedback and campaign insights with Marketing. It also maintains accurate activity, account, lead, and opportunity records in Salesforce, using HubSpot for sequencing and engagement tracking, and consistently meets or exceeds KPIs for outbound activity, inbound response time, qualified meetings, and pipeline contribution. This is a full-time, fully remote role based in the United States. The listed salary is $60,000 plus commission. First Due offers eligible employees competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a technology stipend, opportunities for advancement, and other benefits and perks. Applicants must be authorized to work for any US employer; hiring is contingent on successfully passing a criminal background check. Locality Media participates in E-Verify.

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.
Proven cold-calling ability, including comfort speaking with senior decision-makers and handling objections.
Resilience, consistency, and the ability to meet activity targets.
Strong written and verbal communication skills, including writing effective cold emails and communicating confidently with senior public safety leaders.
Ability to manage both outbound prospecting and inbound lead conversion.
Proficiency with Salesforce and HubSpot for pipeline management, sequencing, and engagement tracking.
Hands-on experience with ZoomInfo, NationGraph, Starbridge, Pursuit, or comparable sales intelligence and prospecting platforms.
Ability to plan and manage work independently, maintain a pipeline without close supervision, 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.
Successful completion of a criminal background check.

Nice To Haves

Familiarity with live chat platforms such as Qualified; training on First Due’s platform 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-call, cold-email, and LinkedIn sequences against a defined target account list.
Respond to inbound leads—including demo requests, content downloads, webinar registrants, trade show attendees, and live chat conversations—within agreed service-level agreements.
Use sales intelligence and prospecting tools to identify agencies in-cycle, map buying committees, surface 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.
Qualify prospects on role, agency size, current systems, pain, fit, urgency, and authority, then book qualified meetings for the appropriate Account Executive.
Partner with Account Executives on territory plans, target account lists, prospecting intelligence, and regional strategy.
Share lead-quality feedback, campaign signals, and prospect language with Marketing.
Maintain current activity, account notes, lead statuses, and opportunity context in Salesforce, and use 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 landscape, including incumbents, funding sources, buying cycles, and operational pain points.