The Outbound Business Development Representative (BDR) is responsible for generating new pipeline by proactively engaging target accounts through strategic outbound prospecting. The role focuses on identifying and engaging high-value prospects across priority industries and accounts, using personalised outreach to create new opportunities for the sales team. Working closely with Sales, Marketing (particularly ABM & Field Marketing Manager), the Outbound BDR executes account-based outreach strategies aligned to priority target accounts and vertical markets. This role plays a critical part in supporting the company’s new logo acquisition and market expansion strategy within a defined territory (e.g. specific industries and line size businesses in New Zealand).Key Responsibilities: Outbound Prospecting Generate new sales opportunities through proactive outreach including: Cold calling Personalized 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. Account-Based Outreach 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. Meeting Generation 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. Market & Account Intelligence 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. Collaboration with ABM & Field Programs 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. Performance & Reporting 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. Success in This Role Looks Like 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%). RequirementsSkills & Experience 1–3 years experience in sales development, business development, or outbound prospecting. Proven ability to generate meetings through proactive outreach. Experience in B2B SaaS or technology environments preferred, preferably selling or prospecting into mid-market or enterprise organisations. Strong communication and storytelling skills. Ability to conduct research and personalise outreach, and confidently engage prospects at multiple levels within an organisation. Highly resilient and self-motivated with a results-driven mindset. Experience with Salesforce, HubSpot, or similar CRM systems, as well as Sales Engagement tools such as Outreach, Salesloft. BenefitsAccess to a confidential and free EAP Service (Employee Assistance Program)Birthday Bonus Day – A day of paid leave for your birthday!Tuition Reimbursement – We are constantly looking to foster development and growth which is why we support eligible employees with education expenses. Volunteer Leave – We believe in giving back and supporting activities that serve the community which is why our employee’s are entitled to 16 hours of volunteer leave per year to support causes that align with our mission ‘Connection Workplace Safety, Compliance and Employee Development’Free Skin Checks & Flu Vaccines A collaborative and supportive team-based environment
The Outbound Business Development Representative (BDR) is responsible for generating new pipeline by proactively engaging target accounts through strategic outbound prospecting.
The role focuses on identifying and engaging high-value prospects across priority industries and accounts, using personalised outreach to create new opportunities for the sales team.
Working closely with Sales, Marketing (particularly ABM & Field Marketing Manager), the Outbound BDR executes account-based outreach strategies aligned to priority target accounts and vertical markets.
This role plays a critical part in supporting the company’s new logo acquisition and market expansion strategy within a defined territory (e.g. specific industries and line size businesses in New Zealand).
Key Responsibilities:
Outbound Prospecting
- Generate new sales opportunities through proactive outreach including:
- Personalized email outreach
- Identify and engage key decision-makers within target accounts.
- Build, nurture and maintain a strong pipeline of qualified prospects.
Account-Based Outreach
- Execute structured account-based prospecting programs aligned with target account lists.
- Collaborate with ABM & Field Marketing Manager and Sales to prioritise accounts based on:
- Market expansion opportunities
- Intent signals indicating buying readiness or engagement
- Develop personalised outreach strategies tailored to each target account.
Meeting Generation
- 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.
Market & Account Intelligence
- 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.
Collaboration with ABM & Field Programs
- Partner with Marketing on:
- Engage target accounts around marketing initiatives to drive meeting generation.
- Leverage marketing insights and intent signals to prioritise outreach.
Performance & Reporting
- Maintain accurate prospect and activity records within Salesforce and sales engagement platforms.
- Track performance across key metrics including:
- Continuously test and optimise outreach approaches.
Success in This Role Looks Like
- 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%).
Requirements
Skills & Experience
- 1–3 years experience in sales development, business development, or outbound prospecting.
- Proven ability to generate meetings through proactive outreach.
- Experience in B2B SaaS or technology environments preferred, preferably selling or prospecting into mid-market or enterprise organisations.
- Strong communication and storytelling skills.
- Ability to conduct research and personalise outreach, and confidently engage prospects at multiple levels within an organisation.
- Highly resilient and self-motivated with a results-driven mindset.
- Experience with Salesforce, HubSpot, or similar CRM systems, as well as Sales Engagement tools such as Outreach, Salesloft.
Benefits
- Access to a confidential and free EAP Service (Employee Assistance Program)
- Birthday Bonus Day – A day of paid leave for your birthday!
- Tuition Reimbursement – We are constantly looking to foster development and growth which is why we support eligible employees with education expenses.
- Volunteer Leave – We believe in giving back and supporting activities that serve the community which is why our employee’s are entitled to 16 hours of volunteer leave per year to support causes that align with our mission ‘Connection Workplace Safety, Compliance and Employee Development’
- Free Skin Checks & Flu Vaccines
- A collaborative and supportive team-based environment
Work at the Forefront of Workplace Safety and Professional GrowthAt HSI, we are driving innovation in environmental, health, safety (EHS), and workforce development solutions. Our comprehensive suite of products and services helps businesses across industries create safer, smarter workplaces while empowering employees to reach their full potential.As an HSI team member, you'll have a direct impact delivering cutting-edge tools for EHS compliance, safety training, professional skills development, and HR compliance to companies of all sizes. Our scalable cloud platforms provide one seamless solution for managing inspections, audits, chemical data, learning programs, and more.With a library of over 300 up-to-date online courses covering critical safety topics like hazard communication, OSHA/MSHA, fire safety, and more, we ensure workplaces remain compliant while prioritizing employee wellbeing. Our professional development offerings further elevate the workforce through skills training in leadership, DEI, mental health, and industry-specific areas.Join a company powering real progress in EHS and workforce enablement. We offer exciting opportunities to grow your career while bettering workplaces around the world. Explore open roles and take the first step toward making a lasting impact.
Work at the Forefront of Workplace Safety and Professional Growth
At HSI, we are driving innovation in environmental, health, safety (EHS), and workforce development solutions. Our comprehensive suite of products and services helps businesses across industries create safer, smarter workplaces while empowering employees to reach their full potential.
As an HSI team member, you'll have a direct impact delivering cutting-edge tools for EHS compliance, safety training, professional skills development, and HR compliance to companies of all sizes. Our scalable cloud platforms provide one seamless solution for managing inspections, audits, chemical data, learning programs, and more.
With a library of over 300 up-to-date online courses covering critical safety topics like hazard communication, OSHA/MSHA, fire safety, and more, we ensure workplaces remain compliant while prioritizing employee wellbeing. Our professional development offerings further elevate the workforce through skills training in leadership, DEI, mental health, and industry-specific areas.
Join a company powering real progress in EHS and workforce enablement. We offer exciting opportunities to grow your career while bettering workplaces around the world. Explore open roles and take the first step toward making a lasting impact.
