Head of Sales Development

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!

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!