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