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11 days ago
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Requirements and responsibilities
About HSIHSI is a global leader in workplace safety, compliance, and workforce development solutions. We help organizations build safer, smarter, and more productive teams through innovative learning and technology.The RoleWe’re looking for a strategic, execution-driven Director of Sales Development to lead and scale our global pipeline generation function.This is a high-impact leadership role where you’ll transform Sales Development from a traditional meeting-setting team into a modern, data-driven revenue engine. You’ll own both inbound and outbound pipeline strategy, driving measurable revenue through innovative prospecting, AI-enabled workflows, and best-in-class sales technology.In close partnership with Marketing, Sales, Revenue Operations, and Product Marketing, you’ll ensure consistent, high-quality pipeline creation across target markets—while continuously improving how we identify, engage, and convert prospective customers.What You’ll DoOwn Pipeline & Revenue StrategyDevelop and execute a global sales development strategy aligned to pipeline creation and revenue growth goalsDefine pipeline targets, KPIs, and accountability frameworks tied to business outcomesPartner cross-functionally to improve funnel performance, conversion rates, and revenue impactAnalyze pipeline health and deliver actionable insights on performance, capacity, and growth opportunitiesDrive Outbound ExcellenceBuild and scale modern outbound programs leveraging intent data, ABM, and AI-driven insightsDevelop repeatable prospecting playbooks that generate qualified pipeline and revenue opportunitiesContinuously optimize targeting, messaging, and multi-channel outreach strategiesDrive strategic account penetration across priority industries, segments, and regionsLead Innovation (AI, Automation & Tech)Lead the evaluation, selection, and optimization of sales development technologies, including AI, automation, enrichment, and engagement platformsDevelop and execute strategies that automate repetitive workflows, improve team productivity, and enhance buyer engagementPartner with RevOps to optimize lead routing, enrichment, qualification, and end-to-end workflow efficiencyStay ahead of emerging trends and introduce innovative pipeline generation strategiesBuild & Lead a High-Performing TeamRecruit, develop, and retain a high-performing BDR teamEstablish performance expectations tied to pipeline creation, opportunity generation, and revenue contributionProvide ongoing coaching, mentorship, and career developmentFoster a culture of accountability, innovation, and continuous improvementOwn Inbound ConversionLead inbound lead management and qualification strategyPartner with Marketing to optimize lead scoring, routing, and SLA performanceImprove speed-to-lead, qualification rates, and conversion into pipeline and revenueEnsure marketing-generated demand converts into high-quality opportunities Drive Cross-Functional & GTM AlignmentPartner with Sales, Marketing, Product Marketing, and Revenue Operations to align pipeline strategy with go-to-market prioritiesContribute to segmentation, territory planning, and pipeline coverage strategyServe as a strategic advisor on pipeline generation, sales productivity, and growth opportunitiesWhat Success Looks LikeSuccess in this role goes beyond meeting volume and is defined by pipeline creation, revenue impact, conversion performance, and operational efficiency. You’ll continuously evolve how HSI identifies, engages, and converts prospective customers—building scalable programs that drive measurable business outcomes.RequirementsBachelor’s degree in Business, Marketing, or a related field, or equivalent experience8+ years of progressive leadership experience in sales development within B2B SaaS or technology environmentsProven track record of building, scaling, and leading high-performing inbound and outbound pipeline generation teamsDemonstrated success implementing and leveraging sales technologies, including engagement platforms, AI solutions, and automation toolsDeep expertise in modern prospecting strategies, including account-based marketing (ABM), intent data, and buying signalsStrong experience with core GTM systems (e.g., Salesforce, Salesloft/Outreach, HubSpot, Gong, ZoomInfo) and emerging AI technologiesData-driven and operationally minded, with a history of using analytics to drive strategy, improve performance, and inform decision-makingExperience leading organizational change, including the rollout of new processes, tools, and ways of workingStrong executive presence with exceptional leadership, coaching, and cross-functional stakeholder management skillsBenefitsComprehensive benefits package supporting health, financial security, and overall well-beingMedical coverage with two plan options: PPO with HRA or High Deductible Health Plan with HSAPrescription drug coverage, telehealth services, and 100% in-network preventive care includedDental and vision insuranceCompany-paid life and disability insuranceOptional coverage: accident, critical illness, and hospital indemnity insuranceFlexible spending accounts (FSA) and Health Savings Account (HSA) optionsIdentity protection and legal servicesPet insurance401(k) with company match up to 4%Paid time off, including vacation, sick time, and company holidaysEmployee Assistance Program (EAP) for confidential support
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