Head of Sales Development (SDR/LDR)

The Company:

This search is being conducted on behalf of Accordant Capital, a Chicago-based family office and growth investment firm. Accordant was named to reflect the firm's commitment to alignment and partnership with entrepreneurs, emphasizing congruency between the goals of operators and the resources the firm provides. Accordant partners with growth-oriented entrepreneurs and CEOs who are seeking more than capital. The firm provides access to leadership talent, growth expertise, and a proven services playbook that enables founders to focus on what they do best — serving their markets in new and innovative ways. Because Accordant rarely raises outside capital, it can focus entirely on aligning its expertise and investment horizon with the needs of its operating companies.

Accordant has a long history of success in multiple industries. Its largest operating platform is MPHQ, serving the $30 billion healthcare compliance market, including market-leading brands MedPro Waste Disposal, HazPro Waste Disposal, and MP1 Solutions. MPHQ provides a growing suite of innovative services including regulated medical waste disposal, OSHA workplace safety, HIPAA certification, HR compliance training, pharmaceutical waste management, and secure document destruction to over 30,000 clients nationwide.

In addition to MPHQ, Accordant's diverse and growing operating company portfolio includes Mend Strategies, Modern Amenities, AIMS Group, and Break Through Closing — each reflecting the firm's approach of partnering with founders to scale businesses through strategic growth, operational excellence, and talent development.

Position Overview:
The PH Head of Sales Development will build MPHQ's outbound sales engine from the ground up — Accordant Capital's healthcare compliance platform — and own the revenue it produces. This leader will recruit and ramp a high-performing team, establish the sales motion, and create the operating discipline required to scale from an initial pilot pod to a 10+ rep organization.

The ideal leader has done this before, can bring proven talent, and can demonstrate a track record of turning outbound teams into predictable revenue engines. You are a builder, not a caretaker — someone who has launched an outbound sales function from scratch, recruited high-performing sellers, and built the operating system that turns activity into predictable revenue.

Key Responsibilities:

Build the Program
• Design and stand up the Company's outbound sales motion from zero — including ICP, targeting, messaging, cadences, qualification, objection handling, technology, QA, reporting, and operating rhythm.
• Recommend the right team structure and pilot size, backed by data, and define the conditions for scaling to 10+ reps.
• Build a repeatable full-cycle motion where reps prospect, qualify, handle objections, and close, with clear escalation for larger or more complex deals.
• Partner with Technical/Data and Marketing on list quality, vertical targeting, lead generation, and sales enablement.
• Design the SDR incentive and commission structure with HR and Finance and align it to qualified pipeline, closed-won revenue, and company economics.

Build the Team — Hire, Train, Retain
• Own hiring for the team — define the rep profile, run the interview loop, and maintain a high bar for experienced sellers.
• Recruit and ramp an initial 5-person pilot pod, then scale based on demonstrated production and unit economics.
• Tap your own bench and network of proven SDRs, BDRs, inside sales reps, or closers who can accelerate time-to-productivity, subject to the Company's standard hiring process.
• Build a repeatable onboarding and ramp program that shortens time-to-first-opportunity and time-to-quota.
• Establish a rigorous coaching rhythm using live calls/recordings, with regular feedback on discovery, active listening, gatekeeper navigation, objection handling, and closing.
• Own retention and performance management, keeping top producers engaged and accountable.

Own Revenue & Outbound Production
• Own team targets for qualified opportunities, net-new customer acquisition, closed revenue, and quota attainment.
• Build and execute outbound calling cadences into US provider offices — physician, dental, long-term care, veterinary, and other non-acute practices.
• Ensure reps can position the Company's value on cost savings, compliance coverage, and service reliability, and handle price and incumbent-vendor objections.
• Personally inspect the sales motion and intervene where activity, conversion, or close rates break down.

Pipeline, Process & Enablement
• Create and maintain call guides, discovery frameworks, objection-handling guides, and playbooks.
• Oversee call monitoring and QA to ensure consistent, professional, compliant customer interactions.
• Use CRM, sales-engagement/sequencing, dialer, call-coaching, and reporting tools to drive transparency and accountability.
• Monitor pipeline health, stage conversion, time-to-close, and bottlenecks; turn findings into specific process changes.
• Maintain disciplined CRM hygiene and accurate forecasting.

Performance, Reporting & Unit Economics
• Track daily, weekly, and monthly KPIs — dials, connects, conversations, qualified opportunities, conversion, closed revenue, and quota attainment.
• Own the sales funnel from activity through revenue and establish clear baseline conversion metrics.
• Measure and improve unit economics, including cost per qualified opportunity, cost per acquisition, revenue per rep, and payback.
• Use performance data to determine when to adjust the people, process, proposition, or investment level before scaling.
• Provide concise, actionable reporting to US executive leadership and participate in strategic reviews.

Required Qualifications:
• 5+ years in B2B outbound and consultative sales with a documented record of quota attainment, including hands-on prospecting and closing.
• 3+ years leading SDR, inside sales, or comparable outbound teams.
• Required: demonstrated experience building and scaling an outbound sales function from zero — not simply managing an established team.
• Documented track record with specific, quotable results from a team built and scaled to consistent quota attainment.
• Personally recruited and ramped sales talent; able to explain the rep profile, sourcing strategy, hiring bar, and time-to-productivity.
• Existing network or bench of proven sales talent that can be activated for the initial team is strongly preferred.
• Strong command of CRM, sales engagement/sequencing, dialer, call-recording/coaching, and reporting tools; able to independently build cadences, scripts, QA, and performance reporting. Salesforce experience preferred.
• Data-driven operator who can diagnose where conversion breaks down and adapt the playbook accordingly.
• Consultative selling philosophy — leads with discovery, listens before recommending, and can coach this approach rather than simply enforce scripts.
• Exceptional spoken and written English with a warm, credible phone presence for a US audience.
• Executive presence, high energy, entrepreneurial mindset, and comfort operating in a fast-paced, quota-driven environment.
• Reliable remote work setup with stable high-speed internet, headset, and backup power/internet; full overlap with US business hours (CST).

Nice-To-Have:
• Experience selling into US non-acute healthcare practices.
• Experience selling compliance, waste, insurance, SaaS, BPO, or other recurring B2B services.
• Experience designing tiered SDR incentive and commission plans.
• GoHighLevel or Salesforce experience building campaigns, pipelines, automations, and reporting.
• Existing network in US healthcare compliance, practice management, or adjacent vendor ecosystems.
• Experience representing a company at conferences, roundtables, or industry events.

Compensation & Benefits:
• Base pay: $1,800–$2,000 USD/month, based on experience.
•Plus, potential performance incentives. Incentives are discretionary and may be provided, adjusted, or removed by the Company as it deems necessary; details will be stated in the employment contract.
• Full-time independent contractor engagement, permanent work-from-home.
• Monday–Friday, full overlap with US business hours (CST) to align with US provider-office calling windows.
• Work Anniversary Bonus
• No work with pay on US Holidays

Basic Technical Requirements:
• Reliable remote work setup with a stable, high-speed internet connection.
• Noise-canceling headset for a professional, US-facing phone presence.
• Backup power and backup internet connection.
• A quiet and dedicated workspace at home.
• Ability to maintain full overlap with US business hours (CST).

Application Process:
1. Record a 1–2-minute video introduction using Loom or Vocaroo and share the link with us for easy access.

In your video, please briefly introduce yourself and answer the following:
• Have you built or launched an outbound sales team/function from scratch? Briefly describe the team size, industry, and results achieved.

• How many years of experience do you have leading or managing SDR, BDR, or inside sales teams?

• Have you personally recruited and ramped sales reps before? Briefly share your approach to sourcing and hiring.

• How many years have you worked in a remote/work-from-home setup leading a team that supports US-based clients or business hours?

• Are you currently employed or working under a contract? If yes, please briefly share your current work arrangement and availability.

Submit your resume to all of the following emails:

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Equal Employment Opportunity Statement:
Accordant Capital and its portfolio companies, including MedPro Disposal and MP1 Solutions, are equal opportunity employers. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by law.