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
To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.
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Referral InstructionsIf you are being referred for the role, please contact that person to apply on your behalf.
