HSI

• 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

Role Description 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 Qualifications - 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

• Own the metrics, dashboards, and analysis behind weekly pipeline reviews, forecasting, and executive reporting across our global GTM org • Deliver executive-ready insights on pipeline health, forecast risk, sales productivity, and revenue trends, with clear recommendations • Own the weekly pipeline inspection and forecast cadence: prepare leader-ready views, monitor stage hygiene, and drive follow-up on data gaps • Build and advance HSI's Tableau reporting environment, including a current, high-priority initiative to expand trusted, self-serve analytics for GTM teams • Analyze stage conversion, win rate, pipeline coverage, and attainment by segment, region, and cohort to surface actionable insights • Define and document KPI definitions, calculation logic, and reporting methodologies to maintain a single, trusted source of truth across the revenue lifecycle • Own CRM data requirements, definitions, and governance that keep reporting consistent, trusted, and auditable, partnering with Salesforce admins on the build • Partner with Sales, Marketing, Customer Success, and Finance leaders to align reporting and support QBR/MBR and weekly review cadences • Apply AI and automation to RevOps workflows like pipeline hygiene, lead routing, forecast prep, and data validation, tied to measurable business outcomes • Help turn unstructured data (call transcripts, emails, meeting notes) into structured CRM intelligence, removing manual update work from reps and raising data quality at the source • Help set the boundaries between automation and people: where AI can act, where human review is required, and what data quality each depends on • Help run selected AI and automation use cases through testing, launch, and ongoing monitoring, tracking accuracy, exceptions, adoption, and business impact • Apply HSI's security, privacy, access-control, and data-governance requirements to AI-assisted workflows, with clear human review and accountability for outputs • Partner with Salesforce admins and systems teams to translate AI and automation capabilities into practical, governed workflows and data models • Drive enablement as we roll out new AI tools: build training, documentation, and reusable templates, and run working sessions that help GTM teams adopt them with confidence

• Ensure the stability and security of our infrastructure by administering resources in cloud-hosted environments, managing resource provisioning, and conducting security audits. • Work closely with DevOps and Product Development leadership to build and maintain a secure and reliable infrastructure, manage automated code deployment pipelines, and diagnose and resolve technical issues. • Provide direct support to Product, Technical Support, and Development Teams, facilitate access control, handle service requests, and assist with customer integrations. • Expand on existing design patterns, modify templates, and extend program oversight to new products. • Support junior team members, share best practices, and contribute to documentation and training materials. • Provide systems architecture guidance for development teams and debug technical issues. • Implement and maintain security tools, support ISO 27001 and SOC 2 compliance efforts, and respond to security incidents. • Manage source control systems, administer build and release pipelines, and improve Infrastructure-as-Code. • Operate with greater independence, owning end-to-end initiatives and complex technical projects. • Drive strategic improvements, from pipeline optimization to automation and scalability. • Provide mentorship and knowledge-sharing to junior engineers and peers. • Collaborate with leadership on infrastructure design, tooling decisions, and security enhancements.

Role Description At HSI, we are committed to delivering innovative solutions that enhance our customers' digital experiences. We are looking for a talented DevOps & Security Engineer II to join our team and help us achieve our goals. As a DevOps & Security Engineer II, you will play a crucial role in deploying, managing, and maintaining systems that support HSI’s proprietary, customer-facing SaaS applications. You will develop deep product knowledge, including technical system capabilities, infrastructure details, and security processes. This role requires a blend of technical expertise, strategic thinking, and collaboration with various teams. Key Responsibilities: - Infrastructure Health & Security: Ensure the stability and security of our infrastructure by administering resources in cloud-hosted environments, managing resource provisioning, and conducting security audits. - Application Reliability: Work closely with DevOps and Product Development leadership to build and maintain a secure and reliable infrastructure, manage automated code deployment pipelines, and diagnose and resolve technical issues. - Technical Support & Collaboration: Provide direct support to Product, Technical Support, and Development Teams, facilitate access control, handle service requests, and assist with customer integrations. - Advanced System Design & Development: Expand on existing design patterns, modify templates, and extend program oversight to new products. - Mentorship & Knowledge Sharing: Support junior team members, share best practices, and contribute to documentation and training materials. Essential Functions: - Debugging & Triage: Provide systems architecture guidance for development teams and debug technical issues. - Security Management: Implement and maintain security tools, support ISO 27001 and SOC 2 compliance efforts, and respond to security incidents. - DevOps & Automation: Manage source control systems, administer build and release pipelines, and improve Infrastructure-as-Code. Level II Responsibilities: - Operate with greater independence, owning end-to-end initiatives and complex technical projects. - Drive strategic improvements, from pipeline optimization to automation and scalability. - Provide mentorship and knowledge-sharing to junior engineers and peers. - Collaborate with leadership on infrastructure design, tooling decisions, and security enhancements. The DevOps Team is accountable for five core domains: Infrastructure Health, Infrastructure Security, Application Security, Application Reliability, and DevOps Efficacy. Qualifications - 3–5 years of hands-on experience in DevOps, Systems Administration, or Software Engineering. - Proven expertise in Amazon Web Services (AWS)—you’ve built, managed, and optimized cloud environments is a plus. - Strong command of Infrastructure-as-Code, especially with Terraform. - Proficient in Python and PowerShell or other scripting languages for automation and tooling. - Solid understanding of source control systems (e.g., Git), modern software development workflows, and CI/CD tooling including Azure DevOps Pipelines and GitHub Actions. - Experience with relational databases; experience with PostgreSQL or MySQL is a plus. - Knowledge of API integrations and service-oriented architecture. - Familiarity with system and information security best practices, including incident response and vulnerability remediation. - Working knowledge of SOC 2 and ISO 27001 compliance frameworks is a plus. - Comfortable working across both Windows and Linux environments is a plus. - Experience with CircleCI is a plus. - Experience with one or more of the following security tools—Tenable, Azure Sentinel, AWS GuardDuty, Azure Key Vault, Mend, or Rootly—is a plus. - Available for some after-hours incident response. Benefits - Fully Remote Work: Work where you're most productive—we trust you. - Unlimited PTO: Recharge when you need to—we support work-life balance. - Career Growth: Unlimited access to our Learning & Development library, including our own HSI LMS content. - Well-Being First: Full medical, dental, vision, and mental health coverage. - Secure Your Future: Generous $1:$1 401(k) company match—your future is important to us.

• Partner with clients to develop and execute strategies that maximize their ROI • Build lasting relationships with key stakeholders across client organizations • Champion customer needs across HSI teams to drive continuous improvement • Maintain an impressive 95%+ net retention rate through proactive engagement • Drive account growth by identifying and securing expansion opportunities • Share customer insights that shape our product roadmap • Master our suite of solutions to become a trusted technical advisor

Role Description As a Customer Success Manager-Small Business at HSI, you'll be the trusted advisor our clients count on. You'll drive retention, growth, and satisfaction by helping organizations transform their EHS and compliance programs. This is your chance to make a real difference in workplace safety while building a rewarding career. What You'll Do - Partner with clients to develop and execute strategies that maximize their ROI - Build lasting relationships with key stakeholders across client organizations - Champion customer needs across HSI teams to drive continuous improvement - Maintain an impressive 95%+ net retention rate through proactive engagement - Drive account growth by identifying and securing expansion opportunities - Share customer insights that shape our product roadmap - Master our suite of solutions to become a trusted technical advisor What Success Looks Like - Your clients consistently renew and expand their partnerships with HSI - You're meeting or exceeding quarterly revenue targets - Organizations see measurable improvements in their safety programs - Your feedback drives meaningful product enhancements - Clients view you as an extension of their team Qualifications - You're naturally curious and love learning new technologies - You thrive in fast-paced environments and own your outcomes - You balance strategic thinking with tactical execution - You're organized, detail-oriented, and always prepared - You build trust through reliability and expertise - Track record of success in customer-facing roles with revenue responsibility - Experience engaging with senior executives and stakeholders - Strong technical aptitude and ability to master complex solutions - Outstanding communication and presentation abilities - Experience with Salesforce and customer success platforms is a plus - Bachelor's degree or experience in customer success, sales, or account management - Knowledge of EHS and compliance is beneficial but not required Benefits - Earning Potential: Hourly (non-exempt) base pay plus uncapped commission, with first-year total earnings projected at $52,500+ (salary + commission) - Comprehensive Benefits: Access to healthcare, dental, and vision coverage, along with additional perks to support your well-being. - Support and Growth Opportunities: Take advantage of parental leave, tuition reimbursement, volunteer time, and resources for both personal and professional development. - Learning and Development: Gain unlimited access to HSI's Learning Management System and career training programs. - Remote Work Flexibility: Enjoy the convenience of working from home. - Generous Time-Off Policy: Recharge with our flexible vacation options. - Retirement Savings: Plan for your future with our company match for retirement contributions.

• Manage and grow relationships with assigned customer accounts, acting as the primary post-sale point of contact • Develop and execute customer success plans focused on adoption, retention, and long-term value realization • Identify opportunities for account growth, expansion, and increased platform utilization • Partner with Sales, Support, Product, and Implementation teams to resolve customer challenges and drive successful outcomes • Conduct regular business reviews and customer check-ins, providing insights, recommendations, and ROI-focused guidance • Monitor customer health metrics and proactively address risks to retention or engagement • Maintain strong renewal performance while contributing to upsell and expansion goals • Advocate for customer needs internally and provide feedback to support continuous product and process improvement

Role Description As a Customer Success Manager I (CSM I), you will serve as a trusted advisor to our customers, helping them maximize the value of our solutions while supporting their safety, compliance, and operational goals. You will build strong client relationships, drive product adoption, and partner cross-functionally to deliver an exceptional customer experience. Location: US-based Remote Key Responsibilities - Manage and grow relationships with assigned customer accounts, acting as the primary post-sale point of contact - Develop and execute customer success plans focused on adoption, retention, and long-term value realization - Identify opportunities for account growth, expansion, and increased platform utilization - Partner with Sales, Support, Product, and Implementation teams to resolve customer challenges and drive successful outcomes - Conduct regular business reviews and customer check-ins, providing insights, recommendations, and ROI-focused guidance - Monitor customer health metrics and proactively address risks to retention or engagement - Maintain strong renewal performance while contributing to upsell and expansion goals - Advocate for customer needs internally and provide feedback to support continuous product and process improvement Qualifications - 2+ years of experience in Customer Success, Account Management, SaaS support, or a related client-facing role - Proven ability to build strong customer relationships and support retention, renewal, or growth objectives - Strong communication, presentation, and problem-solving skills with the ability to engage a variety of stakeholders - Experience managing multiple customer accounts and priorities in a fast-paced environment - Proficiency with Salesforce, Gainsight, HubSpot, or similar CRM/customer success platforms - Comfortable analyzing customer usage data and translating insights into actionable recommendations - Highly collaborative mindset with experience working cross-functionally across Sales, Support, Product, and Implementation teams - Bachelor’s degree or equivalent professional experience Preferred Qualifications - Experience working in a SaaS environment - Exposure to EHS (Environmental Health & Safety), compliance, workforce management, or related industries - Ability to effectively communicate with senior leaders and executive stakeholders - Experience conducting business reviews, onboarding sessions, or customer training - Familiarity with renewal, adoption, and customer health metrics such as NRR, churn, and product utilization Benefits - All the coverage you would expect: health, dental, vision, etc. - Flexible work hours. We work hard, but understand that people are most productive when they can manage their own schedules and work/life balance - Learning & Development Program. We are committed to helping you succeed as you grow your career. Plus, you have unlimited access to the HSI LMS and library of career development training! - Work-from-home options. Where you work from is up to you - Vacation time. Take the time you need when you need it - Retirement benefits. We want to support your future and offer a generous $1:$1 company match

• Lead, coach, and develop a sales team of 5 Account Executives and 1 Sales Administrator to achieve monthly revenue targets • Act as a player-coach by stepping into deals and customer conversations to drive results • Provide ongoing coaching, mentorship, and performance management to the sales team • Partner with customers and prospects to advance opportunities and close strategic or complex deals • Identify growth opportunities, partnerships, and market expansion strategies • Own pipeline health, forecasting accuracy, and KPI performance • Improve sales processes, territory alignment, and execution • Represent HSI at industry events, trade shows, and conferences • Build relationships with customers, instructors, and partners • Collaborate cross-functionally with Marketing, Product, Operations, and Customer Success teams • Bring customer and market insights back to inform strategy and product direction