Manager I, Sales Development

About this role

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…