V
vapivia Ashby
Head of Sales Development
REMOTE$140K - $160K/yrPosted 3mo ago
OtherExecutiveFull-time#ai-lab
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About the Role
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! https://vapi.ai/
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
- 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! https://vapi.ai/
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
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