Director, Sales Development (Upmarket)
About the role
This role requires an in-office hybrid schedule, with 3 days per week in the SF or NY office. We are seeking an experienced Director of Sales Development (Upmarket) to drive pipeline generation and new business acquisition across Upmarket (500 - 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
The ideal candidate will have:
- 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
Qualifications
The following qualifications are preferred:
- Experience in a similar role
- Proven track record of driving revenue growth
- Strong leadership and mentorship skills
- Ability to manage multiple priorities and adapt to a fast-paced environment
Skills
Essential skills for this role include:
- Exceptional communication and interpersonal skills
- Ability to work independently and as part of a team
- Strong analytical and problem-solving skills
- Experience with CRM systems
- Knowledge of sales methodologies and best practices
Benefits
Vanta offers a competitive benefits package including:
- Health, dental, and vision insurance
- Flexible spending accounts
- 401(k) retirement plan with company match
- Generous paid time off policy
- Professional development opportunities
- Employee resource groups
Pay
Competitive salary commensurate with experience.
Schedule
In-office hybrid schedule, with 3 days per week in the SF or NY office.
Company Culture
We are committed to hiring diverse talent and providing an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.
About Vanta
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. Now more than ever, making security continuous—not just a point-in-time check—is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust—all in a way that's real-time and transparent.