Manager I, Sales Development

DISA Global Solutions, Inc.

United States

Remote

USD 84,000 - 107,000

Full time

4 days ago

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Benefits offered by this job

Paid time off

401k with match

Medical/Dental/Vision benefits

Life Insurance

HSA/FSA

Employee Assistance Program

Educational Assistance

Job summary

DISA Global Solutions in the United States seeks a Manager I, Sales Development to lead a high-performing BDR team focused on identifying, engaging, and qualifying prospective customers to generate new-logo opportunities for Commercial Sales. This hands-on leadership role drives prospecting strategy and coaching to accelerate pipeline growth.

The role offers an annual OTE of $95,000 to $133,750 (base + target bonus).

Qualifications

Bachelor’s degree in business, marketing, communications or equivalent.
10+ years in business or sales development, inside sales, outbound prospecting or related function.
2+ years managing a BDR/sales development team.
Experience building or scaling a business development function preferred.
Experience developing prospecting playbooks, qualification standards, training programs, dashboards and incentive plans.
Demonstrated success leading a team generating qualified meetings, opportunities and pipeline.
Experience recruiting, onboarding, coaching, and developing sales professionals.
Strong knowledge of outbound prospecting, account research, qualification, pipeline generation and handoff practices.
Ability to translate revenue goals into actionable team strategies and plans.
Strong data interpretation and coaching to improve conversion rates.
Strong verbal, written, presentation and interpersonal skills.
Ability to influence outcomes with cross-functional teams.

Responsibilities

Build, lead, coach, and develop a team of BDRs to generate qualified pipeline.
Recruit, onboard, train, and retain BDRs with clear development plans.
Improve prospecting strategies, qualification standards, outreach, and handoff requirements.
Translate sales goals into target-account strategies and objectives.
Conduct regular 1:1s, team meetings, call reviews, and pipeline reviews.
Collaborate with Sales to develop account-penetration strategies and target accounts.
Work with Marketing to create campaigns, messaging, and resources.
Monitor performance using meetings, pipeline, conversion rates, and opportunities.
Oversee CRM usage and data quality across the team.
Maintain awareness of products and markets to strengthen messaging.
Foster a collaborative, accountable culture focused on pipeline quality and growth.
Handle additional duties as assigned.

Skills

Business Development

Sales Leadership

Outbound Prospecting

Account Strategy

Pipeline Management

Coaching & Mentoring

Data-driven decisions

Salesforce

Communication

Team Building

Education

Bachelor’s degree in business/marketing

Tools

Microsoft Office

Salesforce CRM

Job description

DISA Global Solutions is a leading safety and compliance provider supporting more than 55,000 customers worldwide, including over 30% of the Fortune 500. With 1,600+ team members across 30+ locations, we’ve delivered innovative solutions since 1986 and process more than 20 million orders each year. As a multi-year Top Workplaces award winner, DISA offers competitive pay, robust benefits, and a collaborative, growth-focused culture. Employees enjoy ongoing training through our internal learning and development team, monthly appreciation events, and numerous opportunities for career advancement.

Position Summary

DISA Global Solutions is seeking a Manager I, Sales Development to build and lead a high-performing Business Development team focused on identifying, engaging, and qualifying prospective customers to generate new-logo opportunities for the Commercial Sales organization. This hands‑on leadership role develops and executes prospecting strategies, drives team performance through data‑driven decision‑making and coaching, and partners closely with Sales, Marketing, and Enablement to accelerate pipeline growth and support successful opportunity conversion.

On-Target Earnings (OTE): $95,000 - $133,750 annually (includes base + target bonus; actual earnings may vary based on performance)

Essential Functions & Responsibilities

Build, lead, coach, and develop a team of Business Development Representatives (BDRs) responsible for generating qualified new-logo pipeline for Commercial Sales.
Recruit, onboard, train, and retain Business Development Representatives as the function grows, while creating clear expectations, development plans, and career paths.
Establish and continuously improve prospecting strategies, qualification standards, outreach practices, account-nurture processes, and opportunity-handoff requirements.
Translate Commercial Sales goals into defined target-account strategies, individual and team objectives, and measurable business development priorities.
Conduct regular one-on-one meetings, team meetings, call reviews, pipeline reviews, and coaching sessions to improve prospecting, messaging, qualification, objection handling, and overall performance.
Partner with Commercial Sales representatives and leaders to develop account-penetration strategies, prioritize target accounts, coordinate outreach, and ensure BDR-generated opportunities meet established quality standards.
Collaborate with Marketing and Sales Enablement to develop campaigns, messaging, training, content, and prospecting resources aligned with DISA’s target markets and growth objectives.
Monitor team performance using qualified meetings held, Commercial Sales-accepted opportunities, sourced pipeline, conversion rates, won business, and other established performance measures.
Use performance data to identify trends, address gaps, improve conversion rates, allocate resources, and provide regular reporting and recommendations to Commercial Sales leadership.
Oversee the effective use of DISA’s customer relationship management system and sales technology tools, ensuring accurate reporting, consistent adoption, and strong data quality.
Maintain awareness of DISA’s products, target markets, competitive landscape, buyer needs, and emerging market opportunities to strengthen team messaging and prospect engagement.
Foster a collaborative, accountable, and results driven team culture focused on continuous improvement and high-quality pipeline creation.
Perform additional responsibilities or projects as assigned by management.

Key Skills & Experience

Bachelor’s degree in business, marketing, communications, or an equivalent combination of education and experience.
10+ years of progressive experience in business or sales development, inside sales, outbound prospecting, or a related sales function, preferably within pre-employment screening, drug-testing, occupational health, human resources technology, workforce compliance, healthcare, higher education, or related industry.
2+ years of experience managing, supervising, or formally leading a business or sales development team, preferably supporting multiple sales segments, markets, or product lines.
Experience building or scaling a business development function preferred.
Experience developing prospecting playbooks, qualification standards, training programs, performance dashboards, and incentive plans preferred.
Demonstrated success leading a team responsible for generating qualified meetings, opportunities, and new-business pipeline.
Experience recruiting, onboarding, coaching, and developing sales or business development professionals.
Strong knowledge of outbound prospecting, account research, qualification, pipeline generation, and opportunity-handoff practices.
Demonstrated ability to translate revenue goals into actionable team strategies, performance expectations, and prospecting plans.
Strong experience interpreting and using performance data to evaluate results, coach employees, and improve conversion rates.
Strong verbal, written, presentation, and interpersonal communication skills.
Ability to influence outcomes and collaborate effectively with Commercial Sales, Marketing, Sales Enablement, and other cross-functional stakeholders.
Strong organization, prioritization, and change-management skills.
Proficiency with Microsoft Office and CRM platforms (e.g., Salesforce); experience with additional sales technology and outreach tools is a plus.

Benefits

Personal and Sick Paid Time Off.
401k with a highly competitive match.
11 Paid Holidays Medical/Dental and Vision.
Group Life Insurance, HSA/FSA.
Employee Assistance Program.
Educational Assistance Program.

Work/Training Schedule

Mon - Fri 8:00 am - 5:00 pm EST

Internal Mapping

This role aligns to the internal job profile of Manager I, Sales Development within the Sales job family.

Travel

This position may require occasional travel to support industry conferences, trade shows, networking events, and business development activities. Travel is expected to average approximately 10% based on business needs.

Physical Requirements

While performing the duties of this job, the employee is regularly required to speak, hear, have close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. Walk (occasionally), sit- up to 8hrs. a day, stand (occasionally), use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms, able to lift up to 15lbs.(occasionally). Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Job Pay Range

Job Pay Range $84,000 - $107,000 Annually (DOE)

EEO/M/F/Vet/Disability

ABOUT DISA GLOBAL SOLUTIONS

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