Systems Engineer

• Build and maintain pipeline, funnel, and revenue performance dashboards
• Deliver executive-level reporting and insights on pipeline health, sales productivity, and revenue trends
• Analyze stage conversion, deal velocity, and win-rate performance to surface actionable insights
• Support forecasting inputs and revenue planning through structured pipeline and performance analytics
• Research and analyze industry benchmarks and GTM performance trends to support strategic planning
• Assist in building and maintaining analytics that support forecasting accuracy and revenue planning.
• Data Infrastructure and Governance
• Partner with Salesforce administrators to ensure accurate data structure and reporting logic
• Improve data consistency and reporting standards across GTM teams
• Design scalable reporting frameworks that support global revenue teams
• Partner with Customer Success to support renewal visibility and reporting across the customer lifecycle
• Document key metrics definitions and reporting methodologies
• Help ensure the integrity, quality, and usability of customer and prospect data used for revenue reporting and analytics
• Collaborate on the GTM data model to ensure CRM object relationships support multi-touch attribution and complex funnel snapshots.
• Operational Insights and GTM Support
• Provide data insights to Sales, Marketing, and Customer Success leadership
• Identify opportunities to improve pipeline performance and operational efficiency
• Support cross-functional initiatives involving revenue reporting and performance tracking
• Automate recurring reporting workflows and improve access to data across the organization
• Collaborate with cross-functional teams to align reporting frameworks with broader revenue strategy initiatives
• Analyze pipeline health and funnel performance to identify opportunities for improved conversion and revenue growth
• Emerging Revenue Intelligence and AI Enablement (Nice to Have)
• Evaluate opportunities to leverage AI-assisted analytics tools and automated insights platforms
• Support exploration of AI-driven pipeline risk detection and revenue intelligence capabilities
• Help integrate emerging analytics technologies that improve revenue visibility and reporting efficiency
• Provide analytical support across RevOps platforms and GTM systems to improve reporting accuracy and operational visibility

Revenue Operations Data Analyst

Business Development Rep

• - Respond promptly to inbound leads generated through:
• - Website enquiries
• - Content downloads
• - Webinar registrations
• - Event leads (warm/handraiser)
• - Chat enquiries
• - Campaign responses
• - Engage prospects via **phone, email and LinkedIn** to understand their needs, qualification criteria, and buying intent.
• - Qualify prospects based on defined opportunity criteria before handing off to Account Executives.
• - Book discovery meetings and product demonstrations for the sales team.
• - Follow up with marketing-engaged contacts who have shown interest but are not yet ready to buy.
• - Re-engage older leads and dormant opportunities through targeted outreach, in liaison with Demand & Growth Marketing Manager, APAC.
• - Partner closely with Marketing to ensure effective follow-up on campaign engagement.
• - Support marketing initiatives by driving attendance and engagement for webinars, events, and content programs.
• - Ensure all prospect activity is accurately captured within **Salesforce and sales engagement tools **e.g. Salesloft.
• - Maintain disciplined follow-up to ensure no qualified lead is missed.
• - Engage in data clean up in our CRM as needed to minimise duplicate accounts and risk of BDR account overlap issues.
• - Continuously refine outreach approaches to improve conversion performance.

Business Development Representative – Inbound

• - Generate new sales opportunities through proactive outreach including:
• - Cold calling
• - Personalised email outreach
• - LinkedIn prospecting
• - Social engagement
• - Identify and engage key decision-makers within target accounts.
• - Build, nurture and maintain a strong pipeline of qualified prospects.
• - Execute structured **account-based prospecting programs** aligned with target account lists.
• - Collaborate with ABM & Field Marketing Manager and Sales to prioritise accounts based on:
• - Industry focus
• - Ideal Customer Profile
• - Market expansion opportunities
• - Intent signals indicating buying readiness or engagement
• - Develop personalised outreach strategies tailored to each target account.
• - Secure qualified meetings between prospects and the sales team.
• - Ensure meetings are well-qualified and aligned with agreed ICP.
• - Prepare Account Executives with relevant context on each opportunity.
• - Research accounts to identify potential business needs, challenges, and opportunities.
• - Stay informed about industry trends and regulatory developments affecting workplace safety and compliance.
• - Use insights to improve prospect conversations and outreach messaging.
• - Partner with Marketing on:
• - ABM campaigns
• - Event follow-up
• - Webinar engagement
• - Engage target accounts around marketing initiatives to drive meeting generation.
• - Leverage marketing insights and intent signals to prioritise outreach.
• - Maintain accurate prospect and activity records within **Salesforce and sales engagement platforms**.
• - Track performance across key metrics including:
• - Activity levels
• - Meetings booked
• - Opportunities generated
• - Pipeline value created
• - Continuously test and optimise outreach approaches.
• - Consistent generation of **new opportunities from target accounts, **measured through** account penetration and conversion**.
• - Strong pipeline contribution through outbound prospecting, with consistent achievement of **monthly** **meeting and opportunity targets**.
• - Effective collaboration with Marketing on ABM and field initiatives, with strong **feedback loop to maximise campaign impact**.
• - High-quality activity output that drives meetings and qualified opportunities. Meet benchmark of activity > Opportunity of 3% (Activity>MB 10%, MB>Opp 30%).

Business Development Representative – Outbound

Product Designer

• Research and analysis of user cases to understand client needs
• Analyze industry trends and best practices
• Create scope documents in collaboration with Product, Sales & Marketing
• Develop proof-of-concept models to validate proposed solutions
• Identify issues and present alternatives
• Engage with users and customers to understand needs
• Design and build configurable solutions within HSI's product suite
• Write comprehensive documentation for solutions
• Gather and analyze user feedback for continuous improvement
• Collaborate with third-party technology partners

• 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