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
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
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.

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.

Head of Sales Development

Key skills