Sales Development Manager - EMEA

HSI is a global leader in EHS and compliance training, workforce development, and workplace safety solutions. We’re expanding rapidly across EMEA and seeking an experienced Sales Development Manager to build and scale our outbound BDR team in the UK.

Step into a new leadership role with the ownership to shape how our outbound function is built, run, and scaled across EMEA. You’ll shape ICPs, playbooks, KPIs, and processes that directly influence HSI’s growth trajectory across the region.

We’re looking for a leader who can balance strategic vision with hands-on coaching, thrives in a high-growth SaaS environment, and is motivated by the challenge of building a function that drives measurable pipeline impact.

Location: Candidate must actively reside in UK

• Build & Lead the Team – Recruit, mentor, and coach a new team of BDRs, with a focus on hands-on enablement, live coaching, and career progression.
• Define ICP & Playbooks – Partner with Sales and Marketing to validate the Ideal Customer Profile for EMEA and create scalable outbound playbooks, cadences, and messaging.
• Drive Outbound Excellence – Design and refine multi-channel prospecting strategies (calls, email, LinkedIn, events) to consistently generate qualified opportunities.
• Manage Performance & KPIs – Own team quotas, monitor funnel conversion, and run regular reviews to ensure pipeline quality and volume.
• Optimize Processes – Use Salesforce and engagement platforms to continuously improve lead routing, conversion rates, and reporting.
• Collaborate Cross-Functionally – Align closely with Sales, Marketing, and Partner teams on campaigns, messaging, and lead flow.
• Be Hands-On – Roll up your sleeves to refine outreach, support campaigns, or jump in on prospecting initiatives when needed.
• Scale the Model – Establish a repeatable and scalable SDR framework that evolves as HSI grows across EMEA.
• Travel & Engagement – Work hybrid from our London office and join occasional UK/European events, trade shows, and team meetings to support outreach and brand visibility.

• Experience: 5+ years in B2B SaaS sales with at least 2+ years leading SDR/BDR teams in a high-growth or mid-market environment.
• Proven Leader: Track record of hiring, onboarding, and developing SDR/BDR talent.
• Change Driver: Experience leading organisational change (e.g., inbound → outbound transitions, team restructuring).
• Analytical Mindset: Strong with dashboards, Salesforce, and sales engagement platforms (Outreach, SalesLoft, Gong, LinkedIn Sales Navigator). Familiarity with AI-driven prospecting tools is a plus.
• Operational Rigor: Skilled at setting KPIs, running reviews, and reporting on pipeline contribution.
• Playbook Builder: Experience designing cadences, objection handling guides, and multi-channel strategies.
• Collaborator: Able to align Sales and Marketing around ICPs, campaigns, and handoff processes.
• Industry Edge (Bonus): Experience in compliance, training, HR, or EHS tech.
• Location: Must be UK-based. London location preferred for regular in-office collaboration.

• Make Your Mark from Day One – Build and scale the SDR/BDR function for EMEA in a brand-new leadership role with direct influence on strategy, playbooks, and growth.
• High-Growth SaaS Environment – Thrive in a fast-scaling company where agility, outbound excellence, and data-driven execution drive success every day.
• Clear Path to Career Progression – As HSI expands across EMEA, this role is designed to evolve — creating strong pathways into senior sales leadership.
• Modern Sales Tech Stack – Work with best-in-class tools including Salesforce, SalesLoft/Outreach, LinkedIn Sales Navigator, and emerging AI prospecting technologies to keep your team ahead of the curve.
• Collaborative Global Culture – Partner with senior leaders across Sales, Marketing, and Partner teams worldwide, while shaping a best-in-class development function locally in London.