SDR Manager, Outbound

First Due

1d•Remote

About The Position

As an SDR Manager, Outbound, you lead the team responsible for fueling First Due's pipeline through proactive prospecting. You manage SDRs focused on outbound execution across target accounts, territories, and Account Executive regions. Your job is to make sure the team is doing the right work, at the right volume, with the right quality. That means coaching cold calls, reviewing sequences, inspecting account research, improving objection handling, and ensuring every meeting handed to an AE represents a real opportunity worth pursuing. This is an outbound-first leadership role for someone who knows how to manage SDR activity, coach execution, create accountability in a remote environment, and consistently improve pipeline contribution.

Requirements

3+ years of sales development, outbound sales, or B2B pipeline generation experience in SaaS or a comparable B2B environment.
1-3+ years of SDR leadership, team lead, coaching, or people management experience preferred.
Strong outbound prospecting experience. You know how to coach cold calls, cold emails, LinkedIn outreach, account research, sequencing, and follow-up discipline.
Proven ability to manage SDRs against activity, meeting, conversion, and pipeline goals.
Comfortable coaching SDRs through objections, call reluctance, low reply rates, difficult territories, and inconsistent performance.
Strong understanding of Account Executive alignment, territory planning, account prioritization, and qualified meeting handoffs.
Proficiency with Salesforce and HubSpot for pipeline management, sequencing, engagement tracking, reporting, and CRM discipline.
Hands-on experience with sales intelligence, sales engagement, and prospecting tools such as ZoomInfo, Gong Engage, Starbridge, Pursuit, or comparable platforms.
Analytical and process-disciplined, with the ability to use funnel data to identify performance gaps and course-correct quickly.
Strong written and verbal communication skills, with the ability to coach messaging for senior public safety leaders.
People-first manager who can create accountability, build trust, and develop SDRs in a remote 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 Fire, EMS, GovTech, or public safety operations is a plus, not a requirement.

Responsibilities

Lead outbound prospecting execution: Manage SDRs responsible for running multi-touch outbound sequences across cold call, cold email, LinkedIn, and other approved channels against defined target account lists.
Coach the team to create qualified pipeline: Ensure SDRs book meetings that are well-researched, properly qualified, and aligned to AE strategy. A meeting only counts if the AE inherits a real opportunity.
Manage weekly SDR performance: Hold the team accountable to outbound activity, account coverage, sequence execution, follow-up discipline, meetings booked, AE acceptance, SQL conversion, and pipeline contribution.
Coach cold-calling and messaging: Conduct regular 1:1s, call reviews, sequence reviews, and pipeline reviews to improve phone confidence, objection handling, written outreach, personalization, discovery, and qualification.
Partner with AEs on territory plans: Co-own target account strategy with Account Executives, align SDR outreach to regional priorities, share account intelligence, and ensure clean handoffs.
Build the account view: Coach SDRs to use tools like ZoomInfo, Gong Engage, Starbridge, Pursuit, Salesforce, and HubSpot to identify strong-fit agencies, map buying committees, surface trigger events, and personalize outreach.
Maintain CRM and process discipline: Ensure activity, account notes, lead statuses, meeting context, and opportunity handoff details are current in Salesforce, with HubSpot used consistently for sequencing and engagement tracking.
Report on outbound performance: Track team KPIs including outbound activity, connect rates, reply rates, meetings booked, AE acceptance, SQL conversion, pipeline generated, and account penetration.
Know the market: Help the team maintain a working understanding of the Fire and EMS landscape, including incumbents, funding sources, buying cycles, leadership changes, and operational pain points that drive change.