Director of Inside Sales & Business Development

PureWay Compliance•Katy, TX

About The Position

PureWay Compliance, Inc. is a leader in regulated medical waste disposal by mail, specializing in sharps, pharmaceutical, bio hazardous, and universal waste solutions. Our mission is to help healthcare facilities reduce costs, improve regulatory compliance, and streamline waste disposal through innovative and convenient solutions. Our clients include hospitals, clinics, pharmacies, and home healthcare providers across the country. We are rapidly expanding and seeking an experienced Director of Inside Sales & Business Development with a strong background in medical waste sales to lead sales efforts, drive major account acquisition, and grow our sales team. The Director of Inside Sales & Business Development is responsible for establishing and leading a scalable inside sales and business development organization capable of generating predictable pipeline and recurring revenue growth for PureWay Compliance. This role manages a team of 4–6 Inside Sales Representatives, each expected to produce approximately $300,000 in recurring annual revenue, yielding a total team contribution of $1.2M–$1.8M in annual recurring revenue. The Director is accountable for building team capability, instilling sales process and accountability, and driving measurable new customer acquisition across healthcare, national accounts, and regulated waste markets.

Requirements

7+ years of inside sales leadership experience with a proven track record of building and developing high-performing teams
Demonstrated success managing inbound lead programs and outbound prospecting initiatives
Strong CRM proficiency with expertise in pipeline management, activity tracking, and forecasting
Excellent leadership, coaching, and communication skills with the ability to motivate and develop talent
Proven ability to establish and enforce sales processes, performance standards, and accountability frameworks

Nice To Haves

Experience in regulated medical waste, hazardous waste, environmental services, healthcare services, healthcare distribution, or compliance-related industries
Background leading inside sales, business development, or sales development teams in growth-oriented organizations
Demonstrated success building outbound prospecting programs from the ground up
Experience scaling a team through periods of organizational growth

Responsibilities

Lead, coach, and develop a high-performing inside sales team of 4–6 representatives
Recruit, onboard, and train new team members to support organizational growth
Establish clear performance standards, accountability structures, and individual development plans
Foster a culture of accountability, continuous improvement, and competitive excellence
Oversee inbound lead qualification, routing, and conversion activities
Develop and optimize lead response processes to maximize conversion rates
Partner with marketing to align lead generation initiatives with sales capacity and priorities
Design and execute outbound prospecting programs targeting key market segments
Drive new customer acquisition across healthcare, national accounts, and regulated waste verticals
Build repeatable playbooks for outbound engagement and pipeline development
Manage CRM adoption and data integrity across the inside sales team
Maintain accurate pipeline, forecast, and activity reporting in PureWay’s CRM system
Provide regular updates to leadership on pipeline health, risks, and opportunities
Hold the team accountable to consistent sales activity standards that drive predictable outcomes
Partner with field sales and national account teams to ensure seamless handoffs and coordinated pursuit strategies
Collaborate with marketing to align messaging, campaigns, and lead flow
Work with Operations and Customer Success to support smooth customer onboarding
Provide leadership with market intelligence on trends, competitive dynamics, and growth opportunities