Director, Sales Development (Upmarket)

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). This leader will be responsible for a significant portion of our quarterly new business. You’ll lead, develop, and scale a team of 4 Front Line Managers and over 30 Sales Development Reps, consistently meeting monthly, quarterly, and annual revenue targets. In this role, you’ll have a direct impact on near term outcomes at a high-growth company, while influencing how we build and support our customers' future success. What you’ll do as a Director, Sales Development (Upmarket) at Vanta: 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 How to be successful in this role: 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 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. What you can expect as a Vanta’n: 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! Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide 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. #J-18808-Ljbffr Vanta