SDR Manager, Outbound

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: SDR Manager, Outbound

Location: Remote - US Only
Country: United States
Department: Marketing
Reports To: Director of Sales Development
Position Type: Full-Time
Salary: $95,000 + Commission

Job Summary:

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.

Key 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.

Qualifications:

• 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.
• Familiarity with Fire, EMS, GovTech, or public safety operations is a plus, not a requirement.

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
This role is fully remote with minimal travel expectations at this time. 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 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.