About PureWay Compliance
PureWay Compliance, Inc. is a leader in regulated medical waste disposal by mail, specializing in sharps, pharmaceutical, bio hazardous, and universal waste solutions. Our mission is to help healthcare facilities reduce costs, improve regulatory compliance, and streamline waste disposal through innovative and convenient solutions. Our clients include hospitals, clinics, pharmacies, and home healthcare providers across the country.
We are rapidly expanding and seeking an experienced Director of Inside Sales & Business Development with a strong background in medical waste sales to lead sales efforts, drive major account acquisition, and grow our sales team.
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 PureWay Compliance. This role manages a team of 4โ6 Inside Sales Representatives, each expected to produce approximately $300,000 in recurring annual revenue, yielding a total team contribution of $1.2Mโ$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
โข Lead, coach, and develop a high-performing inside sales team of 4โ6 representatives
โข Recruit, onboard, and train new team members to support organizational growth
โข Establish clear performance standards, accountability structures, and individual development plans
โข Foster a culture of accountability, continuous improvement, and competitive excellence
Inbound Lead Management
โข Oversee inbound lead qualification, routing, and conversion activities
โข Develop and optimize lead response processes to maximize conversion rates
โข Partner with marketing to align lead generation initiatives with sales capacity and priorities
Outbound Prospecting & Business Development
โข Design and execute outbound prospecting programs targeting key market segments
โข Drive new customer acquisition across healthcare, national accounts, and regulated waste verticals
โข Build repeatable playbooks for outbound engagement and pipeline development
Pipeline Management & Forecasting
โข Manage CRM adoption and data integrity across the inside sales team
โข Maintain accurate pipeline, forecast, and activity reporting in PureWayโs CRM system
โข Provide regular updates to leadership on pipeline health, risks, and opportunities
โข Hold the team accountable to consistent sales activity standards that drive predictable outcomes
Cross-Functional Collaboration
โข Partner with field sales and national account teams to ensure seamless handoffs and coordinated pursuit strategies
โข Collaborate with marketing to align messaging, campaigns, and lead flow
โข Work with Operations and Customer Success to support smooth customer onboarding
โข Provide leadership with market intelligence on trends, competitive dynamics, and growth opportunities
Requirements
โข 7+ years of inside sales leadership experience with a proven track record of building and developing high-performing teams
โข Demonstrated success managing inbound lead programs and outbound prospecting initiatives
โข Strong CRM proficiency with expertise in pipeline management, activity tracking, and forecasting
โข Excellent leadership, coaching, and communication skills with the ability to motivate and develop talent
โข Proven ability to establish and enforce sales processes, performance standards, and accountability frameworks
Preferred Experience
โข Experience in regulated medical waste, hazardous waste, environmental services, healthcare services, healthcare distribution, or compliance-related industries
โข Background leading inside sales, business development, or sales development teams in growth-oriented organizations
โข Demonstrated success building outbound prospecting programs from the ground up
โข Experience scaling a team through periods of organizational growth
Key Performance Indicators (KPIs)
โข Total team annual recurring revenue ($1.2Mโ$1.8M target based on team size)
โข Revenue per representative ($300,000 annual target per rep)
โข New customer acquisition volume
โข Inbound lead conversion rate
โข Outbound pipeline generation and coverage ratio (3X+ annual goal)
โข Team quota attainment โ individual and aggregate
โข CRM adoption, data quality, and forecast accuracy
โข Team retention and development metrics
Benefits
- 401(k)
- Dental insurance
- Flexible spending account
- Life insurance
- Vision insurance