Sales Development Director
About the role
HSI 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.
Responsibilities
Own Pipeline & Revenue Strategy
Develop and execute a global sales development strategy aligned to pipeline creation and revenue growth goals
Define pipeline targets, KPIs, and accountability frameworks tied to business outcomes
Partner cross-functionally to improve funnel performance, conversion rates, and revenue impact
Analyze pipeline health and deliver actionable insights on performance, capacity, and growth opportunities
Drive Outbound Excellence
Build and scale modern outbound programs leveraging intent data, ABM, and AI-driven insights
Develop repeatable prospecting playbooks that generate qualified pipeline and revenue opportunities
Continuously optimize targeting, messaging, and multi-channel outreach strategies
Drive strategic account penetration across priority industries, segments, and regions
Lead Innovation (AI, Automation & Tech)
Lead the evaluation, selection, and optimization of sales development technologies, including AI, automation, enrichment, and engagement platforms
Develop and execute strategies that automate repetitive workflows, improve team productivity, and enhance buyer engagement
Partner with RevOps to optimize lead routing, enrichment, qualification, and end-to-end workflow efficiency
Stay ahead of emerging trends and introduce innovative pipeline generation strategies
Build & Lead a High-Performing Team
Recruit, develop, and retain a high-performing BDR team
Establish performance expectations tied to pipeline creation, opportunity generation, and revenue contribution
Provide ongoing coaching, mentorship, and career development
Foster a culture of accountability, innovation, and continuous improvement
Own Inbound Conversion
Lead inbound lead management and qualification strategy
Partner with Marketing to optimize lead scoring, routing, and SLA performance
Improve speed-to-lead, qualification rates, and conversion into pipeline and revenue
Ensure marketing-generated demand converts into high-quality opportunities
Drive Cross-Functional & GTM Alignment
Partner with Sales, Marketing, Product Marketing, and Revenue Operations to align pipeline strategy with go-to-market priorities
Serve as a strategic advisor on pipeline generation, sales productivity, and growth opportunities
Requirements
Bachelor's degree in Business, Marketing, or a related field, or equivalent experience
8+ years of progressive leadership experience in sales development within B2B SaaS or technology environments
Proven track record of building, scaling, and leading high-performing inbound and outbound pipeline generation teams
Demonstrated success implementing and leveraging sales technologies, including engagement platforms, AI solutions, and automation tools
Deep expertise in modern prospecting strategies, including account-based marketing (ABM), intent data, and buying signals
Strong experience with core GTM systems (e.g., Salesforce, Salesloft/Outreach, HubSpot, Gong, ZoomInfo) and emerging AI technologies
Data-driven and operationally minded, with a history of using analytics to drive strategy, improve performance, and inform decision-making
Experience leading organizational change, including the rollout of new processes, tools, and ways of working
Strong executive presence with exceptional leadership, coaching, and cross-functional stakeholder management skills
Benefits
Comprehensive benefits package supporting health, financial security, and overall well-being
Medical coverage with two plan options: PPO with HRA or High Deductible Health Plan with HSAP
Prescription drug coverage, telehealth services, and 100% in-network preventive care included
Dental and vision insurance
Company-paid life and disability insurance
Optional coverage: accident, critical illness, and hospital indemnity insurance
Flexible spending accounts (FSA) and Health Savings Account (HSA) options
Identity protection and legal services
Pet insurance
401(k) with company match up to 4%
Paid time off, including vacation, sick time, and company holidays
Employee Assistance Program (EAP) for confidential support
Application Process
To ensure a fair and consistent hiring process, all candidates must apply through our online application system. Due to the volume of applications we receive, we are unable to respond to individual inquiries regarding application status or consideration for the role. Candidates whose qualifications closely match our requirements will be contacted directly by our recruiting team.