Director, Sales Development (Upmarket)

About the role

Vanta is a company dedicated to helping businesses earn and prove trust through continuous security monitoring. The Director of Sales Development (Upmarket) role is a critical position within a high-growth company, driving pipeline generation and new business acquisition for companies with 500 to 5000 employees.

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

This role requires an in-office hybrid schedule, with 3 days per week in the SF or NY office. You must have a rigorous command of the key metrics of the business, reliable, consistent forecasting, mastery of prospecting process in high velocity orgs, mastery of coaching to value based selling methodology, 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, and independent operator capabilities in a rapidly changing hyper growth environment.

Qualifications

• Rigorous command of the key metrics of the business
• Reliable, consistent forecasting
• Mastery 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

Skills

The ideal candidate will have a strong background in sales development, with experience in driving pipeline generation and new business acquisition. They should also possess excellent leadership skills, including the ability to mentor and develop a team, and a deep understanding of the sales process and prospecting techniques.

Benefits

At Vanta, we offer comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans. We also provide 16 weeks fully-paid Parental Leave for all new parents, a 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, eleven company-paid holidays, virtual team building activities, lunch and learns, and other company-wide events!

Pay

Industry-competitive salary and equity

Schedule

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