Director of Sales Development, Vanta
Upmarket
$271-319k
+ Equity
3 days a week in office
AI trust management platform
Be an early applicant
AI trust management platform
1001+ employees
Be an early applicant
$271-319k
+ Equity
3 days a week in office
1001+ employees
Company mission
To help businesses earn and prove trust.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for startups to invest time into such a process. Yet, the benefits of security accreditation are enormous, mainly as many such businesses are working globally and need ways to demonstrate security compliance to one another. Vanta works specifically with startups to help them complete and pass security audits such as SOC 2 and ISO 27001.
The company is a compliance portal and security monitoring platform that businesses use to assess their risk levels. Vanta carries out a pre-audit of a company's digital security and highlights areas that need to be worked on before a full analysis of all threats is carried out. Other businesses such as Datadog or PagerDuty offer similar security monitoring services, but Vanta monitors its customers throughout the year, allowing any issues to be identified and addressed early on.
Vanta's latest $150M raise, boosting its valuation to $4.15B, highlights the company's rapid growth and strong market position. With AI-driven automation, expanding government partnerships, and strategic acquisitions on the horizon, Vanta is scaling quickly while solving real customer problems. Backed by a talented leadership team and a growing customer base, the company looks set to continue its upward trajectory and build a lasting, sustainable business.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2025
$150m
SERIES D
Jul 2024
$150m
SERIES C
Total funding: $500.2m
Company benefits
- Health & Wellness: Vanta values the health and well-being of our teammates and offers comprehensive medical, dental, and vision coverage for teammates and dependents. Vanta is excited to provide an additional range of benefits that holistically support your physical, emotional, and financial wellbeing
- Work Your Way: Enjoy a remote-first setup if you're in the US, or go hybrid at our international offices
- Paid Parental Leave: Industry competitive paid parental leave for all parents
- Time Away: Industry competitive and generous PTO policy
- 401K Plan: 401k matching contribution plan
Company HQ
Civic Center, San Francisco, CA
Leadership
Christina Cacioppo
(Founder & CEO)Prior to co-founding Vanta in 2017, Christina worked in Product Management for Dropbox. She was also a Professor at the School of Visual Arts and worked on the Investment Team at Union Square Ventures.
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