Director, Sales Development (Upmarket)

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 - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact. 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. About Vanta We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. Now more than ever, making security continuous—not just a p