Director, Outbound Business Development

About the role This is a build role, not a caretaker role. You will stand up SwiftConnect's outbound business development function from a blank sheet of paper: the strategy, the process, the tech stack, the team, the cadences, and the number. You will recruit, train, and lead a fully remote team of Outbound Sales Executives / Sales Development Representatives (SDRs) running high-volume, disciplined outbound campaigns — dial-led, supported by email, LinkedIn, and intent-driven prospecting — into the physical security, access control, and corporate real estate buying centres. Everything your team produces feeds one outcome: net-new Sales Accepted Leads (SALs) that sellers convert to Sales Qualified Leads (SQLs) and pipeline. If you have built an outbound engine before and want to do it again with a category-defining product and executive air cover, this is that seat. What you'll own Build the team Define the org design, ramp plan, and hiring profile for the Outbound Sales Executive / SDR team; recruit, onboard, and develop the reps. Lead a distributed, work-from-home team — set the operating rhythm, visibility, and accountability that makes remote outbound work: daily standups, live call blocks, virtual floor culture, and clear activity expectations. Establish the coaching model: call reviews, objection handling, talk tracks, certification, and ramp milestones. Set and manage performance standards, activity floors, and a culture where the phone is the primary weapon. Build the process Design and document the end-to-end outbound process: list build → data enrichment → segmentation → sequence → dial → qualification → SAL handoff → SQL acceptance. Define SAL and SQL entry/exit criteria, qualification frameworks, disqualification reasons, and handoff SLAs with the seller community — and enforce them. Build the playbooks: ICP-specific talk tracks, discovery questions, objection libraries, competitive positioning, and vertical-specific messaging. Create the workflows and automation that let a rep spend their day talking to buyers rather than administering records. Build the machine (with IT, Sales Ops, and RevOps) Own dialler selection and procurement for campaign orchestration (e.g. Outreach, Salesloft, Orum, Nooks, ConnectAndSell, or equivalent) — evaluate, business case, negotiate, implement. Own CRM integration and hygiene across Salesforce and/or HubSpot: lead routing, lifecycle stages, SAL/SQL stage definitions, task automation, attribution, and reporting. Own the data and intelligence layer: ZoomInfo (or Apollo, Cognism, LinkedIn Sales Navigator, Clay, or equivalent) for contact and firmographic data, plus intent tooling — including website-based intent and visitor capture such as ZoomInfo Intent / WebSights, 6sense, Demandbase, Bombora, or Warmly — and its integration into the campaign workflow. Own the conversation intelligence and QA layer: Gong (or Chorus, Clari Copilot, or equivalent) for call recording, coaching, keyword and objection tracking, and measurable rep improvement. Work hand-in-hand with IT and Sales Operations to complete deployment, integration, and automation: system provisioning, security and compliance review, telephony and number management, data flows between dialler, CRM, intent, and conversation intelligence, and the dashboards that report on all of it. Rationalise the stack over time — kill what doesn't move connect rates or conversion. Build the pipeline (with the wider go-to-market) Carry fixed weekly and monthly SAL and SQL targets as your primary KPIs; your variable compensation is tied directly to them. Work closely with sales leadership and regional sellers on ICP definition, territory coverage, target account lists, and lead handoff quality. Partner with Marketing and Product Marketing to create, build, run, and measure outbound campaigns — messaging, value props, campaign themes, vertical narratives, content and follow-up assets, and closed-loop reporting on what actually converts. Report performance up: activity, connect and conversion rates, cost per SAL, SAL→SQL yield, and pipeline contribution. Who you'll target Your buying centre is Physical Security, Access Control, and Corporate Real Estate — both landlord and tenant side. Typical titles include Physical Security Directors, Chief Security Officers, Heads of Corporate Security, CIOs, CTOs, Heads of Workplace and Real Estate Technology, Heads of Building Operations, and IT and identity leaders. On the CRE side, that extends to landlord operations and tenant experience leaders as well as the tenant organisations occupying their buildings. Verticals include Financial Services and FinTech, Healthcare, Life Sciences, Big Tech, Corporate Real Estate, and the Fortune 100/500 more broadly. What you bring Required Demonstrated experience building an outbound SDR / Outbound Sales Executive team from the ground up — not inheriting one. You have hired the first rep, written the first sequence, and picked the first dialler. Demonstrated experience running outbound campaigns in the physical security systems space (PACS, access control, video, identity, or adjacent), with credibility in front of security and technology buyers. Hands-on ownership of an outbound tech stack: dialler platforms, Salesforce and/or HubSpot, ZoomInfo or comparable intelligence tools, intent data, and conversation intelligence such as Gong — including procuring, integrating, and deploying them alongside IT and Sales Ops, not just using them. Proven track record against fixed SAL/SQL targets, with the operating rigour to forecast and hit them week after week. Experience leading remote, distributed sales teams and holding them to a high activity and quality bar without being in the room. A leader who still gets on the phone. You coach live, you listen to calls, and your reps know you can do the job you're asking them to do. Nice to have (and coachable) Experience targeting the Commercial Real Estate space, including landlord-side and tenant-side campaign motions. If you don't have it, we will bring you up to speed during onboarding — it is not a barrier to applying. How you'll be measured Weekly and monthly SALs delivered SQL conversion from SALs delivered Team ramp, retention, and attainment Stack and campaign performance: connect rates, sequence conversion, cost per SAL Your bonus is linked directly to SAL and SQL attainment. Why SwiftConnect SwiftConnect is redefining how people access the built world — connecting identity, mobile credentials, and physical access across the world's largest employers, landlords, and workplaces. The market is moving to mobile wallet-based access, and we are at the front of it. The demand is there; we need someone to go get it.