Director of Inside Sales & Business Development

Position Summary: 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 Pure Way 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. Revenue Expectations & Team Scope Each Inside Sales Representative is expected to generate approximately $300,000 in recurring annual revenue through a combination of inbound lead conversion, outbound prospecting, and new customer acquisition. The Director is responsible for building, coaching, and managing the team to the following production targets: Team Size Revenue per Rep Annual Recurring Revenue 4 Representatives$300,000$1,200,000 5 Representatives$300,000$1,500,000 6 Representatives$300,000$1,800,000

Key Responsibilities: Team Leadership & Development•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 Inbound Lead Management•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 Outbound Prospecting & Business Development•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 Pipeline Management & Forecasting•Manage CRM adoption and data integrity across the inside sales team •Maintain accurate pipeline, forecast, and activity reporting in Pure Way'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 Cross-Functional Collaboration•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 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 Preferred Experience•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 Key Performance Indicators (KPIs)•Total team annual recurring revenue ($1.2M-$1.8M target based on team size) •Revenue per representative ($300,000 annual target per rep) •New customer acquisition volume •Inbound lead conversion rate •Outbound pipeline generation and coverage ratio (3X+ annual goal) •Team quota attainment - individual and aggregate •CRM adoption, data quality, and forecast accuracy •Team retention and development metrics

Benefits: 401(k) Dental insurance Flexible spending account Life insurance Vision insurance