Head of Sales Development - Vapi

Vapi (/ˈVɑːpi/):

• We’re creating the shift to voice as humanity’s default interface

• We’re the most configurable platform for deploying voice agents

• We’ve grown to over 600k developers in two years, adding 2,000+ every day

• Try talking to Vapi now!

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 the human interface for every business

• Ownership culture: 70% of the company are 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 a competitive salary and excellent equity ownership

• Comprehensive health coverage: medical, dental, and vision plans

• Team love: We love hanging out, and we do quarterly off-sites

• Flexible time off: take what you need

• More: catered meals, transportation, gym, and a $10k annual L&D budget