# Director, Sales Development (Upmarket)

**Company:** [Vanta](https://hotfix.jobs/companies/vanta)
**Location:** San Francisco, CA, New York, NY
**Role:** Sales Development
**Salary:** $271k – $319k/yr
**Skills:** Forecasting, Prospecting, Value-Based Selling, Command Of The Message, Pipeline Management, Go-to-Market Strategy, Revenue Operations, AI Tools, Sales Metrics, Coaching
**Posted:** 2026-04-17

> Leads a team of SDR managers and reps focused on upmarket pipeline generation and new business acquisition. Drives revenue targets through hiring, coaching, forecasting, and strategic GTM partnerships in a high-growth environment.

## Job Description

## Responsibilities
- Lead, develop, and scale a team of 4 Front Line Managers and over 30 Sales Development Reps.
- Deliver against 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 forward-looking strategies for SDR approach; identify opportunities for improvement in process, efficiency, and productivity.
- Partner with senior sales management, marketing, and other business partners to develop GTM strategy.
- Advance skills and careers of managers and individual contributors.
- Ongoing hiring, mentoring, and development of SDR Managers and SDRs, including recruiting, hiring, and training.

## Requirements
- Rigorous command of key business metrics.
- Reliable, consistent forecasting.
- Mastery of prospecting process in high-velocity orgs (deal cycles <6 months).
- Mastery of coaching to value-based selling methodology (e.g., Command of the Message).
- High bar for inspection, evolution, and execution.
- Succinct, concise, and compelling written and verbal communication.
- Impeccable cross-functional partnerships.
- Understanding of leveraging GTM resources including Enablement and Revenue Operations.
- Strong eye for talent in hiring and career advancement.
- Independent operator in rapidly changing hyper-growth environment.
- Open to using AI to amplify skills responsibly.

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