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 clo…