Manager I, Sales Development

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.

Compensation for this role is determined by factors such as skills, experience, education, training, and internal equity. Pay may also vary based on geographic location in accordance with our compensation practices.

Job Pay Range

EEO/M/F/Vet/Disability