Director, Sales Development (Upmarket)

About the role

Vanta is seeking an experienced Director of Sales Development (Upmarket) to drive pipeline generation and new business acquisition across Upmarket (500 - 5000 employees). This leader will be responsible for a significant portion of our quarterly new business. The role requires an in-office hybrid schedule, with 3 days per week in the SF or NY office.

Responsibilities

• Ongoing hiring, mentoring and development of SDR Managers and SDR’s which includes recruiting, hiring, and training new members
• Deliver against a series of monthly and quarterly revenue and pipeline generation goals
• Drive sales performance: activity, pipelines, weekly forecasts, and closed deals to ensure quota attainment
• Regularly report on team and individual results through pipeline management, forecasting and strategic initiative reporting
• Define the forward looking strategies for our SDR approach. Identify areas of opportunity and make recommendations for improvement in the areas of process, efficiency and productivity
• Partner with senior sales management, marketing and other business partners to develop a successful GTM strategy
• Advance the skills and careers of our managers and individual contributors

Requirements

Rigorous command of the key metrics of the business
Reliable, consistent forecasting
Master of prospecting process in high velocity orgs (deal cycles less than 6 months)
Mastery of coaching to value based selling methodology (such as Command of the Message)
High bar for inspection, evolution, and execution in the business
Succinct, concise, and compelling written and verbal communication
Impeccable cross-functional partnerships
Understanding of how to leverage GTM resources including Enablement and Revenue Operations to further the work of the team
Strong eye for talent, both in hiring and in advancing the careers of Vanta’ns
Independent operator, capable of leading a team in a rapidly changing hyper growth environment
Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Qualifications

• Proven track record of driving revenue growth and pipeline generation in a high-growth organization
• Experience leading a team of SDR Managers and SDR’s
• Ability to mentor and develop a team to meet and exceed revenue targets
• Strong understanding of sales development processes and methodologies
• Experience working with senior sales management and cross-functional teams
• Excellent communication and interpersonal skills
• Ability to manage multiple priorities and adapt to a fast-paced environment

Skills

• Strong leadership and management skills
• Effective communication and relationship-building abilities
• Ability to work independently and as part of a team
• Strong analytical and problem-solving skills
• Experience with CRM systems and sales analytics tools

Benefits

Industry-competitive salary and equity
Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
16 weeks fully-paid Parental Leave for all new parents
Health & wellness stipend
Remote workspace, internet, and cellphone stipend
Commuter benefits for team members who report to the SF and NYC office
Family planning benefits
Matching 401(k) contribution with immediate vesting
Flexible PTO policy, plus 80 hours of Sick Time
11 company-paid holidays
Virtual team building activities, lunch and learns, and other company-wide events!

Pay

$271K - $319K

Schedule

In-office hybrid schedule, with 3 days per week in the SF or NY office