Business Development Representative I - H&ES

Job Description

As a Business Development Representative I - Environment Health & Safety (H&ES) at HSI Donesafe, you’ll be instrumental in driving our sales initiatives by generating and qualifying new business opportunities to support Sales Account Executives in your assigned territory. This role is ideal for a motivated, proactive professional who thrives on prospecting, qualifying leads, and building a high-quality sales pipeline. Leveraging both inbound marketing leads and outbound prospecting efforts, you’ll identify high-intent prospects, engage in impactful conversations, and create new sales opportunities.

With a balanced mix of inbound and outbound activity, you’ll be responsible for scheduling meetings, managing follow-ups, and facilitating the transition of qualified leads to AEs. Your contributions will directly impact our revenue goals, and you’ll be measured by key performance metrics such as meetings scheduled, opportunities created, and revenue generated. At HSI Donesafe, we help organizations modernize, simplify processes, and leverage data to create safer, smarter, and sustainable workplaces—empowering them to stay ahead in a dynamic world.

This is a remote position open to candidates based in the United Kingdom or Ireland.

Key Responsibilities:

• Lead Management & Engagement

• Respond to all inbound leads promptly, maintaining regular follow-ups to secure meetings for Sales Account Executives.
• Identify outbound opportunities by leveraging data sources such as website visitors, live chat, LinkedIn, and event engagements to create new connections and progress prospects through the sales funnel.
• Build brand awareness and guide prospects through the decision-making process, improving conversion rates and supporting deal closure.

• Relationship Building

• Cultivate trust and rapport with prospects through a multi-touch approach, identifying their needs, addressing pain points, and qualifying their readiness for engagement.
• Manage and nurture a pipeline of prospects across industries, implementing strategies to progress each stage toward conversion.

• Sales Pipeline Acceleration

• Collaborate with the sales team to accelerate the pipeline by engaging prospects consistently and helping drive momentum towards deal closure.
• Maintain active involvement in the pipeline from prospecting to close, preventing drop-offs and supporting successful deal outcomes.
• Support expansion opportunities post-sale by identifying up-sell and cross-sell prospects within existing accounts.

• Lead Coordination & Allocation

• Capture, qualify, and triage inbound leads, accurately assigning them across partner and inside sales teams.
• Ensure data accuracy by promptly logging activities and updates in Salesforce and related systems.
• Coordinate the central lead allocation process, verifying that leads are distributed to the appropriate sales territories and partners.

• Lead Generation

• Engage and qualify warm leads generated from marketing initiatives, such as surveys, whitepapers, and webinars, to generate interest and progress leads to the opportunity stage.
• Drive engagement with event/webinar registrants and follow up with prospects to boost response rates.
• Execute win-back campaigns to re-engage unconverted leads and maintain outreach through Live Chat support.

• Sales & Marketing Collaboration

• Work closely with the Field Marketing Manager to maximize the effectiveness of marketing campaigns and generate a steady stream of qualified prospects.
• Participate in marketing-led events, trade shows, and webinars to help identify new business opportunities.

Requirements

• Experience: Minimum of 3 years in Sales Development or Business Development within B2B SaaS, with a proven track record in prospecting and qualifying mid to enterprise-level markets.
• Skills: Strong verbal and written communication skills, particularly in explaining complex SaaS products to senior executives.
• Sales Acumen: Deep understanding of B2B SaaS models, sales cycles, and value propositions for complex solutions.
• Self-Motivation: History of meeting and exceeding performance goals, with a proactive and goal-oriented mindset.
• Tools: Proficient in Salesforce CRM, LinkedIn Sales Navigator, ZoomInfo, and other prospecting tools.
• Education: Bachelor’s degree in Business, Marketing, Computer Science, or a related field preferred. B2B sales certifications (e.g., Challenger Sale, MEDDIC) are a plus.

Competencies

• Adaptability: Flexibility to navigate the fast-paced SaaS market and adapt to evolving sales strategies.
• Communication: Exceptional interpersonal and communication skills, with an ability to explain complex SaaS solutions.
• Resilience: Persistence and determination to exceed goals, even in challenging sales cycles.
• Time Management: Skilled at balancing and prioritizing high-impact activities to maximize productivity.
• Initiative: Proactive in identifying new opportunities and addressing potential challenges.
• Continuous Learning: Dedication to deepening knowledge of B2B SaaS solutions and market trends.
• Consultative Selling: Ability to understand client needs and effectively communicate solution value without relying solely on product demos.