Sales Development Representative - Great Lakes and Ohio Regions

Job Title: Sales Development Representative - Great Lakes and Ohio Regions

Location: Remote - US (Great Lakes and Ohio Regions)
Country: United States
Department: Marketing
Reports To: Sales Development Manager
Position Type: Full-Time
Salary: $60,000 + Commission

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Job Summary:

As a Sales Development Representative, you fuel First Due’s pipeline. You move fluidly between outbound and inbound motion — running multi-touch sequences against target Fire and EMS agencies one moment, and converting a demo request, webinar registrant, trade-show lead, or live chat conversation the next. Across both motions, your job is the same: turn signal into a real conversation, qualify it, and hand the Account Executive an opportunity worth winning.

We are looking for someone with proven cold-calling chops, real resilience, and the discipline to hit activity numbers in a remote, high-growth environment.

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Key Responsibilities:

• Run outbound prospecting at volume: Execute multi-touch sequences across cold call, cold email, and LinkedIn against a defined target account list each week
• Work inbound leads with speed: Respond to demo requests, content downloads, webinar registrants, trade show attendees, and live chat conversations within agreed SLAs. Speed-to-lead is part of the job.
• Build the account view: Use tools like ZoomInfo, NationGraph, Starbridge, and Pursuit to identify agencies in-cycle, map buying committees, surface trigger events (budget cycles, leadership changes, new initiatives), and personalize outreach.
• Own live chat: Engage in real time via Qualified, route serious buyers to the right next step, and capture context so nothing gets lost in the handoff.
• Run real discovery: Qualify on role, agency size, current systems, pain, fit, urgency, and authority — then book qualified meetings for the appropriate Account Executive. A meeting only counts if the AE inherits a real opportunity.
• Partner with AEs on territory plans: Co-own target account lists, share intel, and align prospecting motion with the AE’s strategy for the region.
• Close the loop with marketing: Share lead-quality feedback, campaign signals, and prospect language back to the marketing team so we keep getting better at the top of the funnel.
• Maintain CRM discipline: Keep activity, account notes, lead statuses, and opportunity context current in Salesforce, with HubSpot used for sequencing and engagement tracking.
• Hit and exceed your numbers: Consistently meet or surpass KPIs around outbound activity, inbound response time, qualified meetings booked, and pipeline contribution.
• Know the market: Maintain a working understanding of the Fire and EMS landscape — incumbents, funding sources, buying cycles, and the operational pain points that drive change.

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Qualifications:

• 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 chops. You are comfortable on the phone with senior decision-makers, you handle objections cleanly, and you do not get talked out of the meeting.
• Resilience and consistency. You can take a hard no on call 30 and dial call 31 with the same energy. You hit your activity numbers because you actually do the work.
• Strong written and verbal communication. You write cold emails that get replies, and you can hold a confident, helpful conversation with a senior public safety leader.
• Comfortable across the full motion. You can run cold outbound sequences in the morning and convert an inbound demo request or live chat in the afternoon without missing a beat.
• 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 used to surface in-market accounts.
• Familiarity with live chat platforms such as Qualified is a plus — we will train you on our stack.
• Self-directed operator. You can plan a week of work, manage a pipeline without hand-holding, and ask for help when it actually moves the number.
• Organized and process-disciplined, with strong time management across multiple sequences, accounts, and stakeholders.
• Familiarity with Fire, EMS, or public safety operations — whether through prior employment, volunteer service, or close exposure — is a plus, not a requirement.