Account Executive

• - Manage and close **qualified inbound leads** and drive full-cycle sales opportunities from discovery to close.
• - Perform targeted **outbound outreach** into strategic accounts and industry-specific verticals.
• - Conduct consultative discovery to understand complex safety, compliance, training, and operational requirements.
• - Deliver impactful product demos tailored to EHS, risk, compliance, or workforce development buyers.
• - Navigate multi-stakeholder enterprise environments (EHS Directors, HR leaders, Risk/Safety Managers, Operations VPs).
• - Develop proposals, build ROI cases, and negotiate multi-solution SaaS deals.
• - Expand opportunity reach by mapping organizations both vertically and horizontally.
• - Maintain accurate forecasting, pipeline hygiene, and account activity in **Salesforce**.
• - Continuously grow your understanding of HSI’s product suite, EHS/compliance trends, and the competitive landscape.

Account Executive, EHS

Revenue Operations

• - Develop and implement strategic initiatives to optimize the entire revenue lifecycle.
• - Align business goals with revenue strategies across departments.
• - Deliver data-driven insights to support planning and improve sales performance.
• - Work with Marketing to align campaigns and automation strategies with revenue objectives.
• - Evaluate and enhance marketing automation tools to improve lead generation and conversion rates.
• - Partner with Customer Success to strengthen retention strategies and identify upsell and cross-sell opportunities.
• - Leverage analytics to drive improvements in multi-line product conversions.
• - Ensure the integrity, quality, and usability of customer and prospect data, building on current initiatives.
• - Provide actionable insights through data analysis to support decision-making and continuous improvement.
• - Design and maintain accurate sales and revenue forecasting models in collaboration with Finance.
• - Monitor variances between projected and actual revenue and adjust strategies accordingly.
• - Foster alignment and open communication across Sales, Marketing, Customer Success, and Finance.
• - Act as a strategic liaison to ensure a cohesive and unified approach to revenue generation.
• - Oversee evaluation, integration, and management of RevOps tools and platforms.
• - Ensure seamless interoperability between technologies to maintain a streamlined tech stack.
• - Identify, implement, and refine processes that enhance operational efficiency and drive scalability.
• - Continuously evaluate processes using performance data and KPIs.
• - Lead training initiatives on new tools, processes, and best practices.
• - Promote a culture of continuous improvement and professional development within the revenue operations team.
• - Define, track, and report on key performance indicators that measure the effectiveness of revenue operations.
• - Deliver performance reporting and actionable insights to executive leadership on a regular basis.
• - Leads and directs the work of other employees and has responsibility for personnel actions, including hiring, performance management, and termination.
• - Contributes to strategic planning, direction, and goal setting for the department or function in collaboration with senior management.
• - Establishes departmental policies, practices, and procedures that have a significant impact on the organization.
• - Oversees existing applications related to sales force operations or automation. Develops quote-to-order processes meant to improve efficiency and increase customer satisfaction.
• - Creates reports detailing pipelines, forecasts, productivity, quota attainment, or other sales metrics.
• - Assists in territory planning by analyzing territory potential.
• - May assist with sales incentive development, administration and interface with the broader organization.
• - Other duties as assigned.

Sales and Revenue Operations Director

Customer Support

• Process credit card payments by phone, ensuring accuracy, security, and excellent customer service
• Support the Transactional Sales Team with order entry and invoice requests
• Enter and maintain sales opportunities and account details in Salesforce
• Schedule customers for MSHA training sessions and assist with related coordination
• Respond to chat and phone inquiries, transferring or escalating calls as needed
• Provide backup support to Tier 1 Customer Service when required
• Assist with other administrative and transactional duties as assigned

Sales Support Specialist

Project Manager

• Partner with the sales team to strategically scope, cost, and draft comprehensive Statements of Work (SOWs) for prospective clients. Use your expertise to advise on project feasibility and contribute to commercial proposals that secure new business.
• Lead and manage the entire project lifecycle for large-scale, enterprise level HSI Donesafe implementations. This includes defining scope, managing high level risks and ensuring project delivery aligns with both client objectives and business profitability.
• Act as the primary point of contact for senior level client and internal stakeholders. You will be responsible for leading governance meetings, providing project updates and proactively managing expectations to ensure a smooth and transparent project experience.
• Proactively identify, analyse and mitigate complex risks, issues and blockers. You'll be accountable for rigorously managing project scope, leading the negotiation and execution of formal Change Requests for out of scope work and ensuring all changes are tracked and priced appropriately.
• Collaborate with product, development and technical teams to facilitate complex solution design and ensure the timely delivery of system integrations.
• Contribute to the ongoing refinement of project management methodologies and best practices within the organisation.

Learning and Development

• Participates in all aspects of training including development and delivery of training programs and individual courses
• Monitors emerging changes in NERC training standards and participates in developing new training curriculum (online and classroom) to meet these standards
• Plans, develops, and implements technical product training programs for customers, including standard, repeatable modules, customized and new product modules
• Serves as technical training and simulation subject matter expert (SME)
• Provides one-on-one student support when scheduled (Instructor Hours) or requested
• Follows up with students at completion of class (NERC Prep class) to gather helpful information for improving future classes
• Analyzes training needs to develop new training programs or modifies and improves existing programs
• Performs technical writing and instructional design and assists in improving courses as needed
• Provides training related to the operation of the electrical power grid, including generation, transmission, and distribution
• Competencies: Ability to work independently and within a team environment; Excellent organizational skills and attention to detail; Strong interpersonal and team-focused skills; Excellent communications skills (presentation, verbal and written); Demonstrated ability to manage multiple project deadlines.

Technical Training Specialist

Solutions Engineer

• Lead & Develop the Team: Manage a team of 14 Solutions Architects across North America. Mentor, coach, and grow team members through regular feedback, goal setting, and career development. Jump in to support tickets when the team is at capacity. Foster a positive, collaborative, and inclusive team culture.
• Own Processes & Partner Cross-Functionally: Refine team workflows for efficiency, scalability, and customer satisfaction. Collaborate with Product, Dev, Sales, and CS to align strategies and represent the support/customer perspective in planning. Balance workloads and priorities across global teams.
• Provide Technical & Escalation Oversight: Act as the go-to SME for LMS, EHS, and CMS platforms (training provided). Lead resolution of escalated customer and technical issues. Perform root cause analysis and advocate for long-term improvements.
• Support Strategic Initiatives: Contribute to M&A projects (platform analysis, data migrations, post-integration support). Occasionally support pre-sales efforts (RFPs, demos, solution design). Represent the Solutions Architect team in strategic planning sessions.
• Drive Results Through Metrics & Continuous Improvement: Track KPIs and operational performance, reporting insights to senior leadership. Lead process improvement and automation initiatives. Ensure service-level goals are consistently met or exceeded.

Manager, Solutions Architecture

Business Development Rep

• Prospect, qualify and generate new sales leads to support Business Development Executives and Account Executives
• Make calls to prospects for new business discovery and proactively seek new opportunities
• Develop and nurture connections with prospects by phone and email and accurately communicate product value
• Gather qualifying information and schedule consultations for prospects with Account Executives
• Maintain and update Salesforce, Salesloft and other business tools; keep database records accurate
• Meet or exceed monthly quota objectives for setting sales-qualified appointments
• Operate with integrity and professionalism and support team members while working under general supervision