Sales Development Representative, Emerging

Drata, Inc.

Job Overview

Location

Hybrid - San Diego

Job Type

Full-time

Full Job Description

📋 Description

• Serve as the first point of contact for prospective customers by executing strategic outbound prospecting campaigns via email, phone calls, and social media to generate qualified meetings for Emerging Account Executives.
• Research commercial accounts to identify key initiatives, decision-makers, and pain points using tools such as LinkedIn Navigator, ZoomInfo, and Outreach to drive targeted outreach.
• Conduct cold discovery calls and email campaigns to engage prospects, uncover business challenges, and articulate how Drata’s solution addresses their needs.
• Utilize social selling techniques on platforms like LinkedIn to build relationships and generate interest among C-suite executives and commercial buyers.
• Maintain a high volume of daily activity including outbound calls, emails, and social messages while ensuring accurate tracking of all interactions in Salesforce CRM.
• Qualify leads and build a pipeline of high-quality opportunities that meet defined metrics for meetings, qualified opportunities, and new contacts.
• Collaborate closely with Emerging Account Executives to align on target accounts, messaging, and campaign strategy to maximize conversion rates.
• Monitor internet and social media channels to discover new leads and emerging trends in the SaaS compliance and security space.
• Achieve and exceed weekly and monthly performance metrics tied to meetings booked, qualified opportunities generated, and contact volume.
• Stay organized and manage multiple outreach campaigns simultaneously with precision, ensuring no prospect falls through the cracks.
• Communicate with clarity and empathy in high-level conversations, adapting messaging to resonate with diverse stakeholders across industries.
• Embrace a fast-paced, entrepreneurial environment where rapid learning, agility, and ownership are core to daily success.
• Act with integrity and customer-obsession by prioritizing value-driven conversations over transactional outreach.
• Remain coachable, open to feedback, and committed to continuous improvement in sales techniques and product knowledge.
• Contribute to a mission-driven culture focused on helping companies earn trust through automation-first, compliance-focused solutions.
• Work in a hybrid model with mandatory in-office days Tuesday through Thursday in San Diego; Mondays and Fridays are flexible for focused work.
• Leverage Drata’s proprietary tools and systems including Outreach, Nooks, Salesforce, LinkedIn Navigator, and ZoomInfo to execute sales development workflows efficiently.

🎯 Requirements

• 6 months to 2 years of experience in a sales development associate or inside sales role
• Proven track record of success in meeting or exceeding sales metrics such as meetings booked and qualified opportunities generated
• Experience with CRM systems (Salesforce) and sales engagement platforms (Outreach, Nooks)
• Familiarity with LinkedIn Navigator, ZoomInfo, or similar prospecting tools
• Sales experience in the SaaS industry is a plus
• Strong communication skills with ability to engage C-suite executives in high-level conversations

🏖️ Benefits

• Stock equity in the form of Restricted Stock Units (RSUs) to share in company success
• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents
• Generous annual stipends for professional and personal development
• Paid parental leave after six months of employment and access to Kindbody fertility and family-building benefits
• Competitive base salary with variable compensation; On-Target Earnings (OTE) of $80,000
• Flexible vacation policy, paid holidays, and hybrid work model with in-office Tuesdays–Thursdays in San Diego

Skills & Technologies

REST

Hybrid

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Drata, Inc.

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About Drata, Inc.

Drata is a compliance automation platform that continuously monitors and collects evidence for security frameworks such as SOC 2, ISO 27001, HIPAA, and PCI DSS. It integrates with cloud services, identity providers, and SaaS tools to track controls, manage risks, and generate audit-ready documentation. The company serves technology startups and enterprises seeking to streamline security compliance workflows and maintain continuous monitoring without manual spreadsheets.

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