Director, Sales Development (Upmarket)

Lead and scale a Sales Development team to drive pipeline generation and new business acquisition.

• •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.
• •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