Manager I, Sales Development

DISA Global Solutions, Inc.

12d•$84,000 - $133,750

About The Position

DISA Global Solutions is seeking a Manager I, Sales Development to build and lead a high-performing Business Development team that identifies, engages, and qualifies prospective customers to generate new-logo opportunities for the Commercial Sales organization. This hands-on leadership role develops and executes prospecting strategies, uses data-driven decision-making and coaching to drive team performance, and partners with Sales, Marketing, and Enablement to accelerate pipeline growth and support opportunity conversion. The role includes recruiting, training, and developing Business Development Representatives; setting prospecting standards and performance objectives; and overseeing CRM and sales technology usage. It works closely with Commercial Sales leadership and cross-functional partners to prioritize accounts, align campaigns and resources, monitor results, and improve pipeline quality. The position may require occasional travel, averaging approximately 10% based on business needs. The work/training schedule is Monday through Friday, 8:00 a.m. to 5:00 p.m. EST. The posting lists on-target earnings of $95,000–$133,750 annually, including base pay and target bonus, with actual earnings varying by performance. It also lists a job pay range of $84,000–$107,000 annually, dependent on experience and other factors.

Requirements

Bachelor’s degree in business, marketing, communications, or an equivalent combination of education and experience.
10 or more years of progressive experience in business or sales development, inside sales, outbound prospecting, or a related sales function.
Two or more years of experience managing, supervising, or formally leading a business or sales development team.
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 such as Salesforce.

Nice To Haves

Experience in pre-employment screening, drug-testing, occupational health, human resources technology, workforce compliance, healthcare, higher education, or a related industry.
Experience supporting multiple sales segments, markets, or product lines in a business or sales development leadership role.
Experience building or scaling a business development function.
Experience developing prospecting playbooks, qualification standards, training programs, performance dashboards, and incentive plans.
Experience with additional sales technology and outreach tools.

Responsibilities

Build, lead, coach, and develop a team of Business Development Representatives responsible for generating qualified new-logo pipeline for Commercial Sales.
Recruit, onboard, train, and retain Business Development Representatives; establish expectations, development plans, and career paths.
Establish and improve prospecting strategies, qualification standards, outreach practices, account-nurture processes, and opportunity-handoff requirements.
Translate Commercial Sales goals into target-account strategies, individual and team objectives, and measurable business development priorities.
Conduct one-on-one meetings, team meetings, call reviews, pipeline reviews, and coaching sessions to improve prospecting, messaging, qualification, objection handling, and performance.
Partner with Commercial Sales representatives and leaders on account-penetration strategies, target-account prioritization, coordinated outreach, and opportunity quality standards.
Collaborate with Marketing and Sales Enablement to develop campaigns, messaging, training, content, and prospecting resources aligned with 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 measures.
Use performance data to identify trends, address gaps, improve conversion rates, allocate resources, and provide reporting and recommendations to Commercial Sales leadership.
Oversee effective use of the CRM system and sales technology tools, ensuring accurate reporting, consistent adoption, and strong data quality.
Maintain awareness of DISA products, target markets, competitive landscape, buyer needs, and emerging market opportunities to strengthen team messaging and prospect engagement.
Foster a collaborative, accountable, results-driven team culture focused on continuous improvement and high-quality pipeline creation.
Perform additional responsibilities or projects as assigned by management.

Benefits

Personal and sick paid time off.
401(k) with a highly competitive match.
11 paid holidays.
Medical, dental, and vision coverage.
Group life insurance.
Health Savings Account (HSA) and Flexible Spending Account (FSA).
Employee Assistance Program.
Educational Assistance Program.
Competitive pay and ongoing training through the internal learning and development team.
Monthly appreciation events and opportunities for career advancement.