Head of Sales Development

Vapi (/ˈVɑːpi/):

We are scaling from rapid early traction to sustained global revenue growth and need to build a world-class pipeline generation engine.
Pipeline creation must become a predictable, data-driven function that fuels our next phase of ARR expansion.
We’re looking for a Head of Sales Development to architect, build, and scale this function from the ground up.

30 Days:
- Audit current pipeline performance, outbound motion, ICP definitions, and conversion metrics.
- Align with Sales, Marketing, and RevOps on pipeline targets, territories, and coverage model.
- Define the sales development strategy, KPIs, reporting structure, and operating cadence.
- Evaluate tech stack (Salesforce, sequencing tools, data providers) and identify gaps.
60 Days:
- Begin hiring and onboarding top-tier SDR/BDR talent across priority geographies.
- Launch structured outbound and inbound qualification playbooks targeting developers, technical buyers, and enterprise decision-makers.
- Implement performance dashboards tracking pipeline generation, meeting quality, and conversion rates.
- Establish coaching rhythms and career path frameworks for SDR development.
90 Days:
- Own and consistently hit pipeline generation targets aligned to revenue goals.
- Scale the global SDR organization with clear territory models and performance standards.
- Deliver executive-level reporting on funnel health, pipeline coverage, and forecast inputs.
- Build a clear promotion path turning SDRs into high-performing AEs and future sales leaders at Vapi.

8+ years in sales development with at least 4 years in senior leadership (Director or Head of SDR+).
Proven experience building and scaling a sales development organization from early stage through rapid growth (Seed through Series B+ preferred).
Experienced managing globally distributed teams and multi-geo pipeline strategies.
Deep expertise in outbound prospecting methodologies and modern sales engagement platforms (Outreach, Salesloft, Apollo) and CRM systems (Salesforce, HubSpot).
Strong understanding of developer-focused, API-first, or infrastructure sales motions and how to engage technical buyers.
Highly analytical and comfortable building dashboards, defining funnel metrics, and driving decisions with data.
Demonstrated passion for people development with a track record of promoting SDRs into AEs, managers, and leaders.
Exceptional communication skills and executive presence; able to influence cross-functionally at all levels.
Bonus: Experience in AI/ML, voice technology, developer tools, or product-led growth environments.

Details

Location

Experience

Min. 8 years8+ years in sales development with at least 4 years in senior leadership (Director or Head of SDR+)

We are scaling from rapid early traction to sustained global revenue growth and need to build a world-class pipeline generation engine.
Pipeline creation must become a predictable, data-driven function that fuels our next phase of ARR expansion.
We’re looking for a Head of Sales Development to architect, build, and scale this function from the ground up.

30 Days:
- Audit current pipeline performance, outbound motion, ICP definitions, and conversion metrics.
- Align with Sales, Marketing, and RevOps on pipeline targets, territories, and coverage model.
- Define the sales development strategy, KPIs, reporting structure, and operating cadence.
- Evaluate tech stack (Salesforce, sequencing tools, data providers) and identify gaps.
60 Days:
- Begin hiring and onboarding top-tier SDR/BDR talent across priority geographies.
- Launch structured outbound and inbound qualification playbooks targeting developers, technical buyers, and enterprise decision-makers.
- Implement performance dashboards tracking pipeline generation, meeting quality, and conversion rates.
- Establish coaching rhythms and career path frameworks for SDR development.
90 Days:
- Own and consistently hit pipeline generation targets aligned to revenue goals.
- Scale the global SDR organization with clear territory models and performance standards.
- Deliver executive-level reporting on funnel health, pipeline coverage, and forecast inputs.
- Build a clear promotion path turning SDRs into high-performing AEs and future sales leaders at Vapi.

8+ years in sales development with at least 4 years in senior leadership (Director or Head of SDR+).
Proven experience building and scaling a sales development organization from early stage through rapid growth (Seed through Series B+ preferred).
Experienced managing globally distributed teams and multi-geo pipeline strategies.
Deep expertise in outbound prospecting methodologies and modern sales engagement platforms (Outreach, Salesloft, Apollo) and CRM systems (Salesforce, HubSpot).
Strong understanding of developer-focused, API-first, or infrastructure sales motions and how to engage technical buyers.
Highly analytical and comfortable building dashboards, defining funnel metrics, and driving decisions with data.
Demonstrated passion for people development with a track record of promoting SDRs into AEs, managers, and leaders.
Exceptional communication skills and executive presence; able to influence cross-functionally at all levels.
Bonus: Experience in AI/ML, voice technology, developer tools, or product-led growth environments.