Director, Sales Development (Upmarket)

Vanta•San Francisco, CA

1d•Hybrid

About The Position

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. 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.

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
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.

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
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

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!
Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney