SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Vanta is seeking an experienced Director of Sales Development to lead pipeline generation and new business acquisition across Commercial, Enterprise, and Strategic segments. You will lead, develop, and scale a team of 3 Front Line Managers and approximately 30 Sales Development Reps, directly impacting quarterly new business outcomes at a high-growth, Series D-funded company.
Key responsibilities include building sales development organizations from the ground up—creating playbooks, processes, and outbound motions rather than inheriting existing ones. You'll define and communicate a clear vision for the SDR organization, developing multi-year outbound and pipeline generation strategy aligned to go-to-market objectives. You'll design, document, and operationalize repeatable sales development playbooks, continuously testing, measuring, and iterating on messaging, sequencing, territories, and workflows.
A critical aspect of this role is building AI-powered workflows that automate research, prioritization, outreach, coaching, and administrative work using tools like Nooks, Clay, 6sense, Gong, and Outreach. You'll think in terms of agent orchestration rather than simply adding headcount. You'll own ongoing hiring, mentoring, and development of SDR Managers and SDRs, including recruiting, training, and creating clear career paths into Account Executive and leadership roles.
You'll deliver against monthly and quarterly revenue and pipeline generation goals, driving activity, pipeline, weekly forecasts, and closed deals to ensure quota attainment. Regular reporting on team and individual results through pipeline management, forecasting, and strategic initiative reporting is essential. You'll partner with senior sales management, marketing, RevOps, product marketing, and enablement to build and align teams around a unified go-to-market and pipeline generation strategy. You'll lead the organization through transformation, scaling teams through periods of rapid growth, reorganization, or market change, and creating clarity amid ambiguity.
Success requires a proven track record as a builder—creating organizations and playbooks from scratch, introducing new technology and AI into workflows, and scaling through growth stages. You need deep understanding of AI-first sales motions, expertise in outbound prospecting strategy, account-based motions, intent data, and buying signals. You must obsess over pipeline quality, not just activity metrics, and have rigorous command of key business metrics to diagnose issues, prioritize investments, and forecast outcomes. Excellence in forecasting accuracy and mastery of prospecting processes in high-velocity organizations (deal cycles under 6 months) are essential. You should be skilled in coaching to value-based selling methodologies and possess strong executive presence to communicate strategy and influence senior leadership. The role requires independent operation in a rapidly changing, hyper-growth environment with impeccable cross-functional partnerships and a strong eye for talent.
