The Outbound Business Development Representative (BDR) is responsible for generating new pipeline by proactively engaging target accounts through strategic outbound prospecting.
The role focuses on identifying and engaging high-value prospects across priority industries and accounts, using personalised outreach to create new opportunities for the sales team.
Working closely with Sales, Marketing (particularly ABM & Field Marketing Manager), the Outbound BDR executes account-based outreach strategies aligned to priority target accounts and vertical markets.
This role plays a critical part in supporting the company’s new logo acquisition and market expansion strategy within a defined territory (e.g. specific industries and line size businesses in New Zealand).
Key Responsibilities:
Outbound Prospecting
- Generate new sales opportunities through proactive outreach including:
- Cold calling
- Personalized email outreach
- LinkedIn prospecting
- Social engagement
- Identify and engage key decision-makers within target accounts.
- Build, nurture and maintain a strong pipeline of qualified prospects.
Account-Based Outreach
- Execute structured account-based prospecting programs aligned with target account lists.
- Collaborate with ABM & Field Marketing Manager and Sales to prioritise accounts based on:
- Industry focus
- Ideal Customer Profile
- Market expansion opportunities
- Intent signals indicating buying readiness or engagement
- Develop personalised outreach strategies tailored to each target account.
Meeting Generation
- Secure qualified meetings between prospects and the sales team.
- Ensure meetings are well-qualified and aligned with agreed ICP.
- Prepare Account Executives with relevant context on each opportunity.
Market & Account Intelligence
- Research accounts to identify potential business needs, challenges, and opportunities.
- Stay informed about industry trends and regulatory developments affecting workplace safety and compliance.
- Use insights to improve prospect conversations and outreach messaging.
Collaboration with ABM & Field Programs
- Partner with Marketing on:
- ABM campaigns
- Event follow-up
- Webinar engagement
- Engage target accounts around marketing initiatives to drive meeting generation.
- Leverage marketing insights and intent signals to prioritise outreach.
Performance & Reporting
- Maintain accurate prospect and activity records within Salesforce and sales engagement platforms.
- Track performance across key metrics including:
- Activity levels
- Meetings booked
- Opportunities generated
- Pipeline value created
- Continuously test and optimise outreach approaches.
Success in This Role Looks Like
- Consistent generation of new opportunities from target accounts, measured through account penetration and conversion.
- Strong pipeline contribution through outbound prospecting, with consistent achievement of monthly meeting and opportunity targets.
- Effective collaboration with Marketing on ABM and field initiatives, with strong feedback loop to maximise campaign impact.
- High-quality activity output that drives meetings and qualified opportunities. Meet benchmark of activity > Opportunity of 3% (Activity>MB 10%, MB>Opp 30%).
Requirements
Skills & Experience
- 1–3 years experience in sales development, business development, or outbound prospecting.
- Proven ability to generate meetings through proactive outreach.
- Experience in B2B SaaS or technology environments preferred, preferably selling or prospecting into mid-market or enterprise organisations.
- Strong communication and storytelling skills.
- Ability to conduct research and personalise outreach, and confidently engage prospects at multiple levels within an organisation.
- Highly resilient and self-motivated with a results-driven mindset.
- Experience with Salesforce, HubSpot, or similar CRM systems, as well as Sales Engagement tools such as Outreach, Salesloft.
Benefits
- Access to a confidential and free EAP Service (Employee Assistance Program)
- Birthday Bonus Day – A day of paid leave for your birthday!
- Tuition Reimbursement – We are constantly looking to foster development and growth which is why we support eligible employees with education expenses.
- Volunteer Leave – We believe in giving back and supporting activities that serve the community which is why our employee’s are entitled to 16 hours of volunteer leave per year to support causes that align with our mission ‘Connection Workplace Safety, Compliance and Employee Development’
- Free Skin Checks & Flu Vaccines
- A collaborative and supportive team-based environment
Skills Required
- 1-3 years experience in sales development, business development, or outbound prospecting.
- Proven ability to generate meetings through proactive outreach (cold calling, email, LinkedIn).
- Experience in B2B SaaS or technology environments, prospecting into mid-market or enterprise organisations.
- Strong communication and storytelling skills.
- Ability to conduct research and personalise outreach and engage prospects at multiple organisational levels.
- Highly resilient and self-motivated with a results-driven mindset.
- Experience with Salesforce, HubSpot, or similar CRM systems.
- Experience with sales engagement tools such as Outreach or Salesloft.
- Maintain accurate prospect and activity records in CRM and track performance metrics.
What We Do
HSI is a leader in Environmental, Health and Safety (EHS) and workforce development software, training, and compliance solutions. Our content solutions and technology platform enable safety, HR and operations managers to train employees on necessary workforce skills, keep workers safe, and meet regulatory and operational compliance requirements.
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