Head of Business Development

About Occupier

Occupier is the modern lease management platform that real estate and finance teams at high-growth brands rely on every day. We help corporate tenants centralize their lease data, automate compliance and stay ahead of every deadline, with visibility across their entire portfolio. Real estate is often a company's second-biggest expense, and we help our customers manage it like one.

We're a hands-on team that takes pride in what we build. AI is core to everything we do, from the product our customers rely on to how we work internally. We hold ourselves to a high bar and keep raising it.

The way tenants manage their leases hasn't changed in years, and we're leading the shift. Brands like [solidcore], Vuori, Van Leeuwen and Seismic trust us with more than 100,000 leases. Backed by Unbundled Capital, we're scaling fast, and the timing has never been better.

The Role

We're building the blueprint for modern go-to-market, and that starts with pipeline. We're hiring a Head of Business Development to lead how Occupier generates pipeline across our full market.

This isn't a build-from-scratch role. The foundation is in place, with a proven outbound motion, an AI-first GTM system and agency partners, including a GTM engineering team, that support the program. Your job is to scale it and make it sharper. You'll lead and grow our BDR team, build the coaching system that makes every rep better, and turn a program that works into an engine that scales.

You're not here to manage from a distance. Winning here means working at two altitudes, strategic about where pipeline comes from and in the work with your team every day.

Pipeline Generation & Strategy

• Own pipeline generation across our full market, outbound and inbound. Outbound is the core today, and inbound is growing as we invest in demand gen. Your number is qualified pipeline our AEs accept, not just meetings booked.
• Iterate fast. Test new plays, signals and segments every week, double down on what works and kill what doesn't. Every change should show up in the numbers.
• Generate the most qualified opportunities at the best cost across every source. Grow output by making the system better, not just by adding headcount.
• Give leadership a clean, honest view of pipeline by source every week. No vanity metrics and no surprises.
• Think in progress and process. Design every build through that lens, and show your work so the team can see what changed and why.

Team Leadership & Coaching

• Build, manage and coach a growing BDR team. You set the standard for what great looks like and hold the team to it.
• Iterate on and improve our coaching framework and scorecarding, so every rep's performance and improvement is visible. Coaching runs on data, not gut feel.
• Run a daily coaching rhythm with detailed, rep-specific feedback, call reviews and live coaching. Reps should get better every week and know why.
• Own BDR hiring end to end, from sourcing through ramp. Bring a network you can tap when we need to move fast.
• Develop BDRs into AEs. Our BD team is our talent pipeline, and the reps you develop become our closers.

GTM Systens, Agencies & AI

• Manage our agency partners, including our GTM engineering team. Drive daily and weekly improvements and hold them to clear outcomes.
• Live inside our AI-first tech stack and know how modern GTM tooling and AI tooling work together. You spot where AI can replace manual work before anyone asks.
• Spot gaps in the system quickly and solve them with real fixes, not Band-Aids. When something breaks, you find the root cause.

Cross-Functional Collaboration

• Partner closely with Marketing on targeting, messaging and inbound handoff. Close the loop on what's converting and what isn't.
• Work with Sales to keep handoffs clean and every accepted opportunity real. Every handoff should be one the AE is glad to receive.
• Bring what you hear in the market back to Customer Success and Product. Objections, questions and the language prospects use all feed the GTM engine.

What Success Looks Like

• 90 Days. Our coaching framework and scorecarding are sharper, with every rep's performance visible. A daily coaching rhythm is running, BD and rep-specific measurement is live, and new reps are ramping faster.
• 6 Months. A fully functioning BD engine that's predictable and efficient. We're generating more qualified opportunities at a better cost, and the playbook is ready to scale.
• 12 Months. A second BD team stood up in Toronto, built on the Boston playbook and running at the same standard.

What We're Looking For

Required

• 8+ years in B2B SaaS, including prior leadership of an SDR or BDR team against a pipeline number. This isn't your first leadership role.
• You've been an AE. You know what a good opportunity looks like from the other side of the handoff.
• A systems thinker who knows how to build programs and optimize them. You see the whole machine, not just the next task.
• Already AI-pilled, with a deep, practical understanding of how GTM tooling and AI tooling work together. You've used the tools, not just read about them.
• You've hired reps who stuck, and you have a network of talent you can tap. You know how to find great people fast.
• You think in efficiency and effectiveness. Conversion rates and cost per opportunity matter more to you than activity counts.
• Collaborative across Marketing, Sales, Customer Success and Product. You build bridges, not silos.
• A worker. You grind, you own it, and you find this work rewarding.

Strong Signal

• You have a clear coaching playbook you can walk us through. You can show us how it turns an average rep into a great one.
• You connect cause and effect. You can tell us exactly why a number moved.
• You can point to AEs who came up under you and are doing great things now. Your best reps are your best reference.
• You've driven rapid, measurable improvements to a pipeline program through constant iteration, not just added headcount.
• You've sold into finance, real estate or operations buyers. You know how they buy.

Occupier Values

• Say the Thing. Be direct. Tell the truth early and with care.
• Find a Way. Ask how we can, not why we can't.
• Take the Swing. Move fast. A good swing beats waiting for perfect.
• Own It. Do what you said you'd do. We all cut the grass.
• Win Together. Team comes first. Getting it right beats being right.
• It's Supposed to Be Fun. Work hard and enjoy it. Don't take ourselves too seriously.

Why Occupier

• You're building on a foundation that works. The system, process and plays are in place, and you get to shape how they scale.
• You'll work with a CRO who deeply understands BD, systems and GTM tooling. He's invested in making this team great, so tooling is never a fight.
• A real problem, a product with category leadership and a big market. It's easier to open doors when you believe in what you're carrying.
• Growth-stage velocity and room to grow. As the engine scales, so does the team you lead.
• Hybrid in Boston. Deep focus when you need it, collaboration when it matters.
• Competitive compensation, equity and benefits. You're building something worth owning.
• A culture that values curiosity, edge-finding and showing your work. No politics. No buzzwords. Just results.

How to Apply

Tell us about a pipeline engine you scaled or fixed. Show us the before and after, the coaching system behind it, and a rep you developed who's now closing deals. If you've combined GTM tooling and AI in a way most teams haven't, tell us about that too.

Apply at: occupier.com/careers