Business Development Rep

• This position is responsible for prospecting, qualifying, and generating new sales leads to support Account Executives.
• Make calls to prospects for new business discovery.
• Follow up on a steady flow of inbound leads from various marketing initiatives.
• Accurately communicate the value of our products and services.
• Accurately manage Salesforce.com activities, and activities related to other business tools.
• Support team members and other associates.
• Meet or exceed monthly quota objectives for setting sales-qualified appointments.
• Maintain an accurate record of all activities and account information in Salesforce.
• Strategically follow-up with prospects.
• Develop and nurture connections/relationships with prospects by phone or email.
• Work under general supervision, but a high degree of entrepreneurial spirit, initiative, and creativity is required.
• **Competencies**
• Competitive Mindset – Brings a strong desire to win, embraces challenges, and is open to coaching and continuous improvement.
• Team Collaboration – Works effectively within a team environment while maintaining the ability to perform independently when needed.
• Ownership Mentality – Takes initiative, goes above and beyond for the team, follows through with excellence, and brings energy and positivity to the work.
• Adaptability – Adjusts quickly to changes, remains flexible in dynamic situations, and embraces new challenges with minimal resistance.
• Grit – Shows perseverance and resilience in the face of obstacles, consistently striving to exceed expectations while motivating others to do the same.
• Time Management – Effectively prioritizes tasks, manages competing demands, and uses time efficiently to maximize productivity.
• Initiative – Proactively identifies opportunities or problems and takes decisive action to capitalize on or resolve them.
• Customer Orientation – Maintains a strong focus on customer needs, ensuring a positive and solution-oriented experience.
• Interpersonal Skills – Communicates clearly, listens actively, and builds strong relationships with clients, prospects, and team members.

Business Development Representative

Customer Success Manager

• - Build relationships with assigned customers, help them with issues, and continually delight them with a positive, customer-centric attitude.
• - Provide proactive strategy with their assigned customer accounts.
• - Work with customers to ensure they are leveraging our services effectively and finding value in our services.
• - Become an expert in our services and educate customers on the use and benefits of our products.
• - Work closely with Sales, Support, Billing, and other technical teams to ensure an exceptional customer experience and take care of any customer issues.
• - Successfully maintain strong working knowledge of contractual terms on named accounts.
• - Be a customer advocate while capturing customer feedback and reporting requests to Product Management and Development.
• - Exceed monthly/quarterly/annual retention/growth quotas. Maintaining a Net Renewal Rate of 100%+.
• - Identify and close upsell and cross-sell opportunities.
• - Efficiently manage time to focus on essential activities to ensure customer satisfaction, account renewal, and account growth.
• - Develop and share best practices with team members to continually improve the quality, effectiveness, and efficiency of our processes.
• - Maintain a revenue base by managing account retention and renewal.
• - Drive upsell revenue through increased product adoption and increased usage.
• - Other duties as assigned.
• **Competencies**
• - Communication – Possesses strong verbal, written, and presentation skills; able to engage effectively with customers at all levels, including executives.
• - Confidence and Motivation – Displays high energy, self-motivation, and confidence while working both independently and as part of a team.
• - Adaptability – Thrives in fast-paced environments, demonstrating a strong desire and ability to learn and grow.
• - Multitasking – Manages multiple priorities and projects effectively without sacrificing quality or attention to detail.
• - Technical Aptitude – Understands internet and web-based applications, with a willingness to learn new technologies.
• - Product Knowledge – Able to quickly understand and clearly articulate HSI’s products, services, and overall value proposition.
• - Organization – Maintains strong organizational skills, attention to detail, and effective prioritization of tasks.

Customer Success Manager II

Accounts Receivable

• Provide administrative support in Accounts Receivable Department
• Timely invoice data entry and proper coding of documents
• Manage Aged AR and respond to customer inquiries
• Maintain finance and office templates
• Process credit payments and assist in audit preparation

Accounts Receivables Specialist, EMEA

• Maintain strong relationships with HSI high value medium-large clients
• Support their experience with HSI products and services
• Achieve account growth (upsell) and retain the license long term (renewal)
• Work collaboratively with clients to understand business goals and challenges
• Provide strategic recommendations and solutions to support client success
• Excel at internal and external stakeholder engagement
• Align customer objectives to HSI product solutions
• Identify and mitigate retention risk and advocate for the customer
• Manage retention quota and pursue account growth opportunities
• Provide system demonstrations and ensure optimal use of products
• Contribute to client retention strategies and projects
• Maintain knowledge of contract obligations
• Gather customer insights for business improvement
• Support mentoring of less experienced team members
• Oversee customer escalations and achieve resolutions
• Develop best practices to improve quality and processes

Customer Success Manager – II

• Build relationships with assigned customers, help them with issues, and continually delight them with a positive, customer-centric attitude.
• Provide proactive strategy with their assigned customer accounts.
• Work with customers to ensure they are leveraging our services effectively and finding value in our services.
• Become an expert in our services and educate customers on the use and benefits of our products.
• Work closely with Sales, Support, Billing, and other technical teams to ensure an exceptional customer experience and take care of any customer issues.
• Successfully maintain strong working knowledge of contractual terms on named accounts.
• Be a customer advocate while capturing customer feedback and reporting requests to Product Management and Development.
• Exceed monthly/quarterly/annual retention/growth quotas. Maintaining a Net Renewal Rate of 100%+.
• Identify and close upsell and cross-sell opportunities.
• Efficiently manage time to focus on essential activities to ensure customer satisfaction, account renewal, and account growth.
• Develop and share best practices with team members to continually improve the quality, effectiveness, and efficiency of our processes.
• Maintain a revenue base by managing account retention and renewal.
• Drive upsell revenue through increased product adoption and increased usage.
• Other duties as assigned.

Security Engineer

• Support HSI’s product and DevOps teams in building and operating secure, compliant SaaS products.
• Coordinate and execute evidence collection for external audits (e.g., SOC 2, ISO 27001) and internal assessments.
• Perform recurring control activities (e.g., access reviews, change reviews, configuration checks) according to documented procedures.
• Assist with vendor and customer security questionnaires, RFP security sections, and due-diligence requests by gathering technical details and documentation.
• Assist with risk assessments by documenting control gaps, tracking remediation tasks, and ensuring risks are recorded.
• Assist with administration of security controls and tooling in SDLC process.
• Triage and track security findings from automated tools, working with engineers to prioritize and validate remediation.
• Help document configuration standards and runbooks for secure cloud services and application infrastructure.
• Support vulnerability management and monitoring of existing security tooling.
• Help maintain incident response documentation and capture incident timelines and evidence.
• Participate in design discussions and contribute to security awareness materials for product development teams.

Product Development Security and Compliance Specialist

Implementation Specialist

• Lead client onboarding sessions, guiding customers through the implementation journey and setting clear expectations.
• Run discovery workshops to gather and define customer requirements within the agreed scope.
• Own end-to-end delivery — manage your project plan in Rocketlane, keeping work on time, in scope, and within budget.
• Configure and document solutions in the HSI Donesafe platform, translating requirements into effective workflows and automations.
• Support data migration from legacy systems and ensure smooth integration.
• Deliver client training and create clear user documentation for administrators and end users.
• Test and validate configurations internally and with clients to meet quality and functional requirements.
• Lead go-live activities and coordinate a seamless handover to Support.
• Manage risks proactively, communicating and resolving issues early to keep projects on track.
• Close projects confidently, finalising deliverables and supporting the transition to Customer Success.
• Continuously improve by identifying opportunities to enhance implementation quality and customer experience.
• Collaborate occasionally with Product or APAC teams on technical discussions or complex projects (2–5 hours per week flexibility).

Implementation Consultant – HSEI

Account Executive

• Qualify inbound leads, conduct demos, negotiate contracts, and close deals.
• Drive revenue through new customer acquisition and own the sales process for prospects interested in purchasing HSI Donesafe's products and services

Account Executive – WHS, Workers Compensation

• Build relationships with assigned customers, help them with issues, and continually delight them with a positive, customer-centric attitude.
• Provide proactive strategy with their assigned customer accounts
• Work with customers to ensure they are leveraging our services effectively and finding value in our services
• Become an expert in our services and educate customers on the use and benefits of our products
• Work closely with New Business Acquisition, Support, Billing, and other technical teams to ensure an exceptional customer experience and take care of any customer issues
• Be a customer advocate while capturing customer feedback and reporting requests to Product Management and Development
• Exceed monthly/quarterly/annual retention/growth quotas. Maintaining a Net Retention Rate of 95%+.
• Efficiently manage time to focus on essential activities to ensure customer satisfaction, account renewal, and account growth
• Develop and share best practices with team members to continually improve the quality, effectiveness, and efficiency of our processes
• Maintain a revenue base by managing account retention and renewal
• Drive upgrade revenue through increased product adoption and increased usage
• Other duties as assigned

Customer Success Manager, Small Business

Project Manager

• - Lead and manage LMS and Skillko implementations for new customers.
• - Lead and manage LMS upgrades for existing customers.
• - Develop a deep understanding of the LMS, including full customer setup processes.
• - Configure customer setups to align with their business needs and objectives.
• - Ensure accurate and timely completion of project milestones throughout the implementation lifecycle.
• - Collaborate with internal teams to facilitate system integrations and other implementation-related tasks.
• - Provide a seamless handoff to the Customer Success team post-implementation.
• - Engage with customers to drive successful implementations and foster positive relationships.
• - Maintain thorough documentation of all activities in the CRM, project management system, and other relevant systems.
• - Manage multiple implementation projects concurrently.
• **Competencies**
• - Adaptability – Ability to balance competing priorities and manage multiple projects in a fast-paced environment.
• - Customer-Centric Communication – Strong interpersonal, verbal, and written communication skills, with attention to detail and professionalism.
• - Collaboration – Ability to work effectively with internal teams to ensure successful customer outcomes.
• - Problem-Solving – Ability to actively listen to customers, patiently troubleshoot issues, and provide clear, articulate solutions.
• - Impact – Strong customer service mindset with the ability to resolve implementation challenges effectively.
• - Self-Motivation – Driven and proactive, with a strong sense of ownership and initiative.

LMS Implementation Project Manager

Sales

• - Own and execute a scalable, structured sales process with clear pipeline rigor
• - Set and manage team and individual targets with strong forecast accountability
• - Support reps through complex deals and ensure call cadences and activity benchmarks are consistently met
• - Deliver consistent revenue growth through strong pipeline management and team performance
• - Collaborate with leadership to refine the GTM strategy as we expand across sectors
• - Build, coach, and lead a team of high-performing B2B AEs, providing tactical coaching and performance management
• - Foster a results-oriented, feedback-driven culture focused on ongoing skill development
• - Identify skill gaps and lead regular sales training, role plays, and performance check-ins
• - Build and deepen relationships with key customers and prospects
• - Guide the team in targeting mid-market and enterprise clients in high-risk sectors (construction, logistics, energy, manufacturing, etc.)
• - Identify and pursue new market opportunities across sectors and geographies
• - Champion the voice of the customer internally to support product and marketing alignment
• - Collaborate with Marketing, Product, and Customer Success to ensure go-to-market alignment
• - Contribute to product feedback and positioning through market insights and client input
• - Lead weekly pipeline reviews and forecast calls with rigor
• - Ensure proper use of CRM (Salesforce) and sales enablement tools
• - Track key metrics, report on performance trends, and contribute to revenue planning

Senior Director of Sales – EMEA

Human Resources

• Manage end-to-end employee lifecycle activities including onboarding, contractual changes, and offboarding
• Prepare employment contracts, offer letters, and documentation in line with UK and Irish employment law
• Act as a first point of contact for employee and manager HR queries
• Advise and support managers on employee relations matters including disciplinary, grievance, absence management, performance issues, and flexible working requests
• Manage ER cases from initiation through resolution, ensuring consistency, fairness, and legal compliance
• Support consultation processes including restructures and redundancies where required
• Implement and maintain HR policies and procedures aligned with local legislation and company standards
• Monitor changes in employment law and support updates to policies and processes
• Support internal audits and compliance requirements
• Partner with hiring managers throughout the recruitment process
• Coordinate interviews, offers, and pre-employment checks
• Ensure right-to-work and screening processes are completed in line with UK regulations
• Support performance management processes, annual reviews, and development planning
• Assist with employee engagement initiatives and survey action planning
• Coordinate learning and development activities where applicable
• Maintain accurate employee records within HR systems, ensuring GDPR compliance
• Produce HR reports and metrics relating to headcount, turnover, absence, and ER trends
• Support payroll and benefits administration activities

Business Development Representative

Customer Success Manager II

Accounts Receivables Specialist, EMEA

Customer Success Manager – II

Customer Success Manager II

Product Development Security and Compliance Specialist

Implementation Consultant – HSEI

Account Executive – WHS, Workers Compensation

Customer Success Manager, Small Business

LMS Implementation Project Manager

Senior Director of Sales – EMEA

Human Resources Generalist