Sales Development Director
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Job Description
Director of Sales Development at HSI transforming Sales Development into a data-driven revenue engine. Leading outbound and inbound strategies for pipeline creation and revenue growth.
Responsibilities:
- 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
- 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 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
- 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
- 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
- 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
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
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