# Sales Development Director > HSI · United States (Remote) · Full-time · Posted 2026-06-22 **Workplace:** remote **Department:** 110130 WPS Sales Dev ## Description **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. ### **What You’ll Do** **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 ### **What Success Looks Like** 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. ## 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 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 ## Apply [Apply at HSI](https://apply.workable.com/hsi-1/j/7B749C1804/apply) --- Powered by [Workable](https://www.workable.com)