Head of Sales Development

Vapi•San Francisco, CA

11d

About The Position

We are scaling from rapid early traction to sustained global revenue growth and need to build a world-class pipeline generation engine. Pipeline creation must become a predictable, data-driven function that fuels our next phase of ARR expansion. We’re looking for a Head of Sales Development to architect, build, and scale this function from the ground up.

Requirements

8+ years in sales development with at least 4 years in senior leadership (Director or Head of SDR+).
Proven experience building and scaling a sales development organization from early stage through rapid growth (Seed through Series B+ preferred).
Experienced managing globally distributed teams and multi-geo pipeline strategies.
Deep expertise in outbound prospecting methodologies and modern sales engagement platforms (Outreach, Salesloft, Apollo) and CRM systems (Salesforce, HubSpot).
Strong understanding of developer-focused, API-first, or infrastructure sales motions and how to engage technical buyers.
Highly analytical and comfortable building dashboards, defining funnel metrics, and driving decisions with data.
Demonstrated passion for people development with a track record of promoting SDRs into AEs, managers, and leaders.
Exceptional communication skills and executive presence; able to influence cross-functionally at all levels.

Nice To Haves

Experience in AI/ML, voice technology, developer tools, or product-led growth environments.

Responsibilities

Audit current pipeline performance, outbound motion, ICP definitions, and conversion metrics.
Align with Sales, Marketing, and RevOps on pipeline targets, territories, and coverage model.
Define the sales development strategy, KPIs, reporting structure, and operating cadence.
Evaluate tech stack (Salesforce, sequencing tools, data providers) and identify gaps.
Begin hiring and onboarding top-tier SDR/BDR talent across priority geographies.
Launch structured outbound and inbound qualification playbooks targeting developers, technical buyers, and enterprise decision-makers.
Implement performance dashboards tracking pipeline generation, meeting quality, and conversion rates.
Establish coaching rhythms and career path frameworks for SDR development.
Own and consistently hit pipeline generation targets aligned to revenue goals.
Scale the global SDR organization with clear territory models and performance standards.
Deliver executive-level reporting on funnel health, pipeline coverage, and forecast inputs.
Build a clear promotion path turning SDRs into high-performing AEs and future sales leaders at Vapi.