{"id":"u734u1i68i","title":"Head of Sales Development","posted_at":"2026-02-12T22:19:22.000Z","apply_url":"https://jobs.ashbyhq.com/vapi/c3fcc43c-b6f9-4a52-9531-1f302831f119/application","locations":["San Francisco, CA"],"employment_type":"full_time","workplace_type":"hybrid","seniority_level":null,"description_language":"en","source_name":"ashby","source_url":"https://jobs.ashbyhq.com/vapi/c3fcc43c-b6f9-4a52-9531-1f302831f119","salary":{"min":140000,"max":160000,"currency":"USD","period":"year","display":"$140,000–$160,000"},"job_summary":null,"job_description":null,"description_text":"## Vapi (/ˈVɑːpi/):\n\n- We’re creating the shift to voice as humanity’s default interface\n- We’re the most configurable platform for deploying voice agents\n- We’ve grown to over 600k developers in two years, adding 2,000+ every day\n- Try talking to Vapi now!\n\n## Why We’re Hiring This Role:\n\n- We are scaling from rapid early traction to sustained global revenue growth and need to build a world-class pipeline generation engine.\n- Pipeline creation must become a predictable, data-driven function that fuels our next phase of ARR expansion.\n- We’re looking for a Head of Sales Development to architect, build, and scale this function from the ground up.\n\n## What You’ll Do:\n\n- 30 Days:\n\nAudit current pipeline performance, outbound motion, ICP definitions, and conversion metrics.\n- Align with Sales, Marketing, and RevOps on pipeline targets, territories, and coverage model.\n- Define the sales development strategy, KPIs, reporting structure, and operating cadence.\n- Evaluate tech stack (Salesforce, sequencing tools, data providers) and identify gaps.\n\n- 60 Days:\n\nBegin hiring and onboarding top-tier SDR/BDR talent across priority geographies.\n- Launch structured outbound and inbound qualification playbooks targeting developers, technical buyers, and enterprise decision-makers.\n- Implement performance dashboards tracking pipeline generation, meeting quality, and conversion rates.\n- Establish coaching rhythms and career path frameworks for SDR development.\n\n- 90 Days:\n\nOwn and consistently hit pipeline generation targets aligned to revenue goals.\n- Scale the global SDR organization with clear territory models and performance standards.\n- Deliver executive-level reporting on funnel health, pipeline coverage, and forecast inputs.\n- Build a clear promotion path turning SDRs into high-performing AEs and future sales leaders at Vapi.\n\n## Who You Are:\n\n- 8+ years in sales development with at least 4 years in senior leadership (Director or Head of SDR+).\n- Proven experience building and scaling a sales development organization from early stage through rapid growth (Seed through Series B+ preferred).\n- Experienced managing globally distributed teams and multi-geo pipeline strategies.\n- Deep expertise in outbound prospecting methodologies and modern sales engagement platforms (Outreach, Salesloft, Apollo) and CRM systems (Salesforce, HubSpot).\n- Strong understanding of developer-focused, API-first, or infrastructure sales motions and how to engage technical buyers.\n- Highly analytical and comfortable building dashboards, defining funnel metrics, and driving decisions with data.\n- Demonstrated passion for people development with a track record of promoting SDRs into AEs, managers, and leaders.\n- Exceptional communication skills and executive presence; able to influence cross-functionally at all levels.\n- Bonus: Experience in AI/ML, voice technology, developer tools, or product-led growth environments.\n\n## Why Vapi:\n\n- Generational impact: Build the human interface for every business\n- Ownership culture: 70% of the company are previous founders\n- Kind team: The founders, Jordan and Nikhil, are Canadians\n- Tier-1 Investors: YC, KP seed, Bessemer Series A\n\n## What We Offer:\n\n- Real stake: We offer a competitive salary and excellent equity ownership\n- Comprehensive health coverage: medical, dental, and vision plans\n- Team love: We love hanging out, and we do quarterly off-sites\n- Flexible time off: take what you need\n- More: catered meals, transportation, gym, and a $10k annual L&D budget","visa_sponsorship":null,"experience_years_min":null,"job_address":null,"job_city":null,"job_state":null,"job_country":null,"location_lat":37.7879363,"location_lng":-122.4075201,"closed_at":null,"apply_with_ai_eligible":true,"keywords":["cross-functionally","infrastructure","revenue goals","qualification","communication","early stage","data-driven","distributed","performance","competitive","developers","enterprise","dashboards","Salesforce","engagement","onboarding","conversion","reporting","marketing","standards","strategy","Platform","business","Flexible","outbound","pipeline","outreach","evaluate","revenue","inbound","HubSpot","vision","Growth","global","agents","launch","teams","Sales","KPIs","data","API","CRM","ML","AI"],"company":{"name":"Vapi","slug":"vapi","logo_url":"https://img.logo.dev/vapi.com?token=pk_fWx5G5QrQMm-0Ud8BW3mBg&size=64&format=png","description":"Vapi provides a configurable platform for developers to build and deploy voice agents.","website_url":"https://vapi.com","linkedin_url":"https://www.linkedin.com/company/vapi-ai","glassdoor_url":null,"x_url":"https://x.com/Vapi_AI","instagram_url":null,"youtube_url":"https://www.youtube.com/@Vapi_AI","github_url":"https://github.com/VapiAI","huggingface_url":null,"tiktok_url":null,"crunchbase_url":"https://www.crunchbase.com/organization/vapi-97c4","facebook_url":null,"employee_count_range":"51-200","employee_count":null,"founded_year":2020,"headquarters":{"address":null,"city":"San Francisco, CA","country":"US","lat":37.7879363,"lng":-122.4075201},"industry":"other","company_type":"startup","total_funding_usd":25200000,"locations":["Amsterdam","Amsterdam, Netherlands","New York, NY","San Francisco, CA"]},"structured_data":{"@context":"https://schema.org","@type":"JobPosting","@id":"https://worklittle.com/jobs/u734u1i68i#job","title":"Head of Sales Development","description":"Head of Sales Development at Vapi. View role details and apply on Worklittle.","datePosted":"2026-02-12T22:19:22.000Z","validThrough":"2026-03-14T22:19:22.000Z","url":"https://worklittle.com/jobs/u734u1i68i","directApply":true,"hiringOrganization":{"@type":"Organization","name":"Vapi","sameAs":"https://vapi.com","logo":"https://img.logo.dev/vapi.com?token=pk_fWx5G5QrQMm-0Ud8BW3mBg&size=64&format=png"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","streetAddress":"San Francisco, CA","addressLocality":"San Francisco","addressRegion":"CA","addressCountry":"US"}},"employmentType":"FULL_TIME","identifier":{"@type":"PropertyValue","name":"Vapi","value":"u734u1i68i"},"baseSalary":{"@type":"MonetaryAmount","currency":"USD","value":{"@type":"QuantitativeValue","minValue":140000,"maxValue":160000,"unitText":"YEAR"}}}}