Director, Sales Development (Upmarket)

About the role

Vanta is a company dedicated to helping businesses earn and prove trust through continuous security monitoring. The role of Director of Sales Development (Upmarket) is critical in driving pipeline generation and new business acquisition for companies ranging from 500 to 5000 employees. This position requires a strong leader to manage a team of 4 Front Line Managers and over 30 Sales Development Representatives.

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
• 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)
A 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
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

Experience in a leadership role within a high-growth company
Proven track record of driving revenue and pipeline growth
Strong understanding of sales development methodologies and processes
Excellent communication and interpersonal skills
Ability to mentor and develop a team
Experience with managing and scaling teams

Skills

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)
A 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
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

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

Hybrid schedule, with 3 days per week in the SF or NY office