Sales Development Director

About HSI
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.

The Role

We’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.

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
• Contribute to segmentation, territory planning, and pipeline coverage strategy
• Serve as a strategic advisor on pipeline generation, sales productivity, and growth opportunities

Success 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.

• 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

• 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 HSA
• 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