--- title: 'Director, Sales Development at First Due' canonical: 'https://feeny.ai/job/director-sales-development-first-due-united-states-eqyq88ct15fe' type: 'job' last_seen: '2026-10-15' --- # Director, Sales Development at First Due - **Company:** First Due - **Location:** United States - **Work type:** remote - **Posted:** 2026-10-06 - **Last confirmed live:** 2026-10-15 - **Apply:** https://job-boards.greenhouse.io/localitymediallcdbafirstdue/jobs/4432679009 ## Job description ## 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 Title: Director, Sales Development Location: Remote - US Only Country: United States Department: Marketing Reports To: Chief Marketing Officer Position Type: Full-Time Salary: $165,000 + Bonus Job Summary: First Due is seeking an experienced Director of Sales Development to lead the team that fuels our pipeline. This role owns First Due's sales development organization end-to-end: the people, the motion, the metrics, and the technology that generates both inbound and outbound opportunities for our Account Executives across Fire and EMS. The Director of Sales Development will scale a high-performing outbound motion, ensure inbound demand is converted with speed, and drive expansion pipeline among existing customers. This leader partners closely with Sales, Marketing, Revenue Operations, and Customer Success, delivering a modern, AI-enabled approach to sales development. The ideal candidate combines strategic thinking with hands-on coaching and has a track record of building and scaling SDR teams in B2B SaaS. Key Responsibilities: - Lead, coach, and develop a team of SDRs, Managers, and SDR Operations, building a performance-driven team that can scale with the business. - Own the sales development strategy and operating model across outbound prospecting, inbound conversion, and customer cross-sell motions. - Own pipeline targets for the SDR organization, including discoveries booked, discoveries completed, conversion to demo, and pipeline contribution. - Build and refine the outbound motion: target account strategy, trigger-event plays (budget cycles, leadership changes, new initiatives), and multi-channel sequences across phone, email, and LinkedIn. - Partner with Marketing to ensure inbound demand from web, live chat, webinars, and trade shows is worked with speed and consistency. - Drive expansion pipeline among existing customers in partnership with Customer Success and Sales, turning product-adoption signals into targeted cross-sell campaigns. - Partner with the Regional Sales Directors on territory alignment, meeting quality standards, SDR-to-AE handoffs, and a tight feedback loop on opportunity outcomes. - Design quotas, ramp plans, and variable compensation with Marketing Operations and Finance, ensuring attainment and commission reporting is accurate and transparent. - Recruit, onboard, and ramp SDR talent, and build clear career paths from SDR into Account Executive and leadership roles. - Establish the metrics, dashboards, and operating cadence that give Marketing and Sales leadership real-time visibility into activity, conversion, and pipeline. - Own the sales development tech stack in partnership with SDR Operations, including Salesforce, Gong and Gong Engage, Qualified, ZoomInfo, Pursuit, etc. - Champion AI-enabled sales development, adopting agents and automation for account research, personalization, lead matching, and routing so the team spends more time in real conversations. - Share lead-quality, campaign, and market feedback with Marketing so the top of the funnel keeps improving. Qualifications: - 7+ years of experience in sales development or B2B SaaS sales, including 3+ years leading SDR teams. - Experience managing managers, with a track record of developing front-line leaders. - Demonstrated success scaling an SDR organization and consistently hitting pipeline targets. - Experience building outbound motions for complex, multi-stakeholder buying cycles. - Experience designing SDR quotas, ramp plans, and compensation structures. - Strong command of Salesforce reporting and funnel metrics, with the ability to diagnose conversion issues and act on them. - Hands-on experience with sales engagement platforms (Gong Engage or similar), conversation intelligence, and conversational marketing tools such as Qualified. - Proven ability to recruit, coach, and retain high-performing SDR talent. - Experience using AI-powered tools to improve prospecting productivity, research, and personalization. - Exceptional written, verbal, and presentation communication skills. - Builder mindset with experience taking a sales development function to its next stage of scale. - Player-coach who is comfortable getting on the phones, listening to calls, and leading by example. Preferred Qualifications: - SLED (State, Local, and Education) or Government Technology experience. - Familiarity with Fire, EMS, or public safety markets is a plus. For US-based Roles 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. Physical Demands and Work Environment Reasonable accommodation may be made to enable qualified employees and applicants to perform the essential functions as outlined above. If you require an accommodation during the interview process, please reach out to people@firstdue.com. Working at First Due First Due offers a comprehensive compensation and benefits package for eligible employees, including competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a fully remote workplace, a technology stipend, opportunities for advancement, and other benefits and perks that sets our team apart. Visit [www.firstdue.com](http://www.firstdue.com/) to learn more. If you are a resident of a state requiring wage transparency, please reach out to people@firstdue.com for a reasonable estimate of annual base compensation and any eligible incentive compensation. The actual compensation offered to successful candidates for roles may be higher or lower, based on non-discriminatory criteria including but not limited to relevant professional experience, geographic location, knowledge, skills, and abilities. This range will be reviewed on a regular basis. First Due is an equal opportunity employer. We do not discriminate in any aspect of employment on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status, or any other protected status or class. We are committed to promoting an environment of respect, acceptance, diversity and inclusivity, and equal opportunity. Discrimination and harassment of any type in any form will not be tolerated. When you apply for a role at Locality Media, LLC d/b/a First Due, we collect personal information such as identifiers (e.g., name, email, phone number), professional and employment information, education information, and information you provide in your application materials. We use this information to evaluate your candidacy, communicate with you, and manage our recruiting process. We may share this information with our service providers who assist with recruiting and background screening. We do not sell or share applicant personal information for cross-context behavioral advertising. We retain applicant information in accordance with our data retention policies. California residents have rights under the California Consumer Privacy Act (CCPA), as amended by the CPRA. For more information, please review our Candidate Privacy [here](https://www.firstdue.com/first-due-applicant-privacy-policy). ## About First Due ## Company Overview - **One-liner**: First Due provides the only end-to-end, cloud-based software platform built specifically for Fire & EMS agencies to manage their entire operation—from response and reporting to prevention and personnel. - **Entity Type**: Private (venture-backed; raised $356.8M total funding across multiple rounds) - **Headquarters**: Garden City, New York, United States - **Founded**: 2016 - **Founders**: Ed Stempinski (Founder/Inventor) ## Core Business - Primary industry: Public safety technology (GovTech) for fire departments and emergency medical services (EMS) - Target customers: B2G – fire and EMS agencies of all sizes, from small volunteer departments to large metropolitan cities (e.g., El Paso, New Orleans, Seattle, Vancouver) - Mission statement: “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.” ## Products & Services All offerings are cloud-based SaaS modules accessible via a single login. Key products include: - **ePCR**: Electronic Patient Care Reporting for EMS. - **Fire Prevention**: Inspection, code enforcement, and plan review management. - **Scheduling & Personnel**: Shift scheduling, time tracking, and staff management. - **Assets & Inventory**: Tracking of equipment, apparatus, and supplies. - **Hydrants**: Hydrant inspection and maintenance records. - **Training**: Course management, certifications, and drill tracking. - **Community Connect**: Public-facing portal for community engagement and pre-incident info. - **Mobile Responder**: Mobile app for field access to all modules. - **Incident Command**: Real-time incident management and accountability. - **Pre-Incident Planning**: Digital pre-plans for commercial and high-risk buildings. - **Data & Analytics**: Advanced reporting and dashboards for operational insights. - **ITM**: Inspection, Testing, and Maintenance for fire protection systems. - **Fire Investigations**: Case management for fire origin and cause investigations. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed - **Key Metric**: Annual Revenue of $3.7M (LinkedIn estimate); Total Funding of $356.8M (LinkedIn) - **Notable Investors/Partners**: New York Angels (lead in seed rounds), other angel groups; partners include government agencies and integration with NERIS. - **Growth Signals**: - 385 employees (40.3% YoY growth, +143 people) - 2,800+ agencies using the platform, 300,000+ users, 4M+ incident reports/year - Recognized as GovTech 100 honoree (2025), Fast Company’s Next Big Thing in Tech (2024), #1 Fire & EMS Software Company (2022–2024), SOC 2 Type 2 compliant - Operating in 19 countries (US, India, Spain, Uruguay, Canada, Brazil, etc.) - Acquired Data Chief in 2019 ## Competitive Advantages - **Single, unified platform**: Only vendor offering a complete end-to-end suite for fire/EMS, eliminating the need for multiple disconnected systems. - **Cloud-native and in-house built**: All development done internally, ensuring seamless integration, rapid innovation, and effortless maintenance. - **Aggressive innovation cycle**: Continuously releases new features and modules (e.g., AI-powered workflows). - **Trusted by large cities**: Deployed in major metros like El Paso, New Orleans, Seattle, and Vancouver, proving scalability. - **SOC 2 Type 2 compliant**: Meets rigorous security and data protection standards. ## Strategic Focus - **AI-powered enhancements**: Integrating artificial intelligence into RMS workflows to improve efficiency and decision-making. - **Global expansion**: Continuing to grow across North America and into new international markets. - **Holistic product development**: Deepening integration between all modules and expanding into adjacent areas (e.g., health & wellness, community engagement). - **Client success partnerships**: Emphasizing customer success and support to retain agencies and drive referrals. ## Why Work Here - **Mission-driven culture**: Directly contributes to preventing first responder injury and death—work has tangible, life-saving impact. - **Remote-first**: All listed jobs are remote within the US (“Remote - US Only”), offering flexibility. - **High growth**: 40%+ headcount growth signals opportunity for career advancement and impact. - **Global team**: Colleagues across India, Europe, Latin America, and North America; strong engineering hub in Hyderabad. - **Recognition & perks**: Award-winning company (GovTech 100, Fast Company), with benefits including health insurance, flexible working hours, job training, soft skill training, and employee-friendly policies. - **Engineering culture**: In-house development, modern cloud stack, and a focus on continuous improvement and innovation. ## Sources 1. [firstdue.com](https://www.firstdue.com/) 2. [firstdue.com/about](https://www.firstdue.com/about) 3. [linkedin.com/company/firstdue](https://www.linkedin.com/company/firstdue) 4. [ambitionbox.com](https://www.ambitionbox.com/overview/first-due-overview) 5. [job-boards.greenhouse.io](http://job-boards.greenhouse.io/localitymediallcdbafirstdue) ## Other roles at First Due - [Product Marketing Manager - EMS](https://feeny.ai/job/product-marketing-manager-ems-first-due-united-states-xbpb4mk6sghv) — United States - [Regional Sales Director - Great Lakes / Ohio Valley ONLY](https://feeny.ai/job/regional-sales-director-great-lakes-ohio-valley-only-first-due-united-states-zcp9y4e5wm57) — United States - [Solutions Consultant](https://feeny.ai/job/solutions-consultant-first-due-united-states-02spy4patzqd) — United States - [Account Executive](https://feeny.ai/job/account-executive-first-due-united-states-a7wc4xzv2tyc) — United States - [Account Executive - EMS](https://feeny.ai/job/account-executive-ems-first-due-united-states-wvpxyvd7df98) — United States - [Regional Sales Director](https://feeny.ai/job/regional-sales-director-first-due-united-states-m68th0xq2n1z) — United States - [Implementation Manager, Core](https://feeny.ai/job/implementation-manager-core-first-due-united-states-crtdp3dpr5nm) — United States - [Platform Site Reliability Engineer](https://feeny.ai/job/platform-site-reliability-engineer-first-due-united-states-s2cb99hr4f6q) — United States - [Engineering Manager](https://feeny.ai/job/engineering-manager-first-due-united-states-rhbxv2jvh4ra) — United States - [Manager, Sales Enablement](https://feeny.ai/job/manager-sales-enablement-first-due-united-states-kw0e0a5qgce5) — United States