Head of Sales Development at Vapi

VAPI (/ˈWⱭːPI/): - We’re creating the shift to voice as humanity’s default interface. - We’re the most configurable platform for deploying voice agents. - We’re grown to 400,000 developers in 20 months, adding 2,000+ every day. - Try talking to Vapi now! [Upgrade to PRO to see link] WHY WE’RE HIRING THIS ROLE: - 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. WHAT YOU’LL DO: - 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. WHO YOU ARE: - 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. WHY VAPI: - Generational impact: Build human interface for every business. - Ownership culture: 90% of company is previous founders. - Kind team: The founders Jordan and Nikhil are Canadians. - Tier-1 Investors: YC, KP seed, Bessemer series A. WHAT WE OFFER: - Real stake: We offer competitive salary and excellent equity ownership. - Comprehensive health coverage: medical, dental, and vision plans. - Team love: We love hanging out and do quarterly offsites. - Flexible time off: take what you need. - More: catered meals and transportation, gym & coaching stipends!