Sales Development Representative, Upmarket

📋 Description

• • Vanta is seeking a driven and results-oriented Sales Development Representative (SDR) for our Upmarket team, based in New York City. This role is pivotal in driving Vanta's growth by identifying and engaging with high-value prospects, building a robust sales pipeline, and establishing Vanta as a leader in the competitive security compliance landscape. As an SDR at Vanta, you will be at the forefront of our outbound sales engine, playing a critical role in our mission to help businesses earn and prove trust through continuous security monitoring and verification.
• • You will be responsible for mastering Vanta's comprehensive value proposition and product offerings, enabling you to effectively communicate our solutions to potential clients. This involves developing a deep understanding of the challenges businesses face in security and compliance, and how Vanta provides a best-in-class solution.
• • A core aspect of your role will be to strategically identify and target enterprise-level accounts (500+ employees) using a suite of advanced sales tools. Proficiency in Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and 6Sense will be essential for prospecting and segmenting these strategic accounts to fuel our move upmarket.
• • You will orchestrate a multi-channel prospecting strategy, meticulously developing and executing sequences within Outreach to maximize engagement and conversion rates. This requires a proactive and organized approach to outreach, ensuring consistent and impactful communication with potential clients.
• • A significant part of your daily activities will involve coordinating and scheduling meetings for Account Executives, ensuring a seamless handover of qualified leads. Accurate and timely logging of all sales activities within our CRM systems is crucial for tracking progress and informing future strategies.
• • You will be expected to skillfully handle objections, demonstrating excellent interpersonal and technical communication skills. Your ability to engage in meaningful conversations, understand prospect needs, and articulate Vanta's benefits will be key to overcoming challenges and moving prospects through the sales funnel.
• • Success in this role hinges on a genuine enthusiasm for cold calling and proactive outreach. Your comfort and excitement in initiating conversations with potential customers will be a significant differentiator.
• • A relentless work ethic is paramount, as you will be expected to meet and exceed daily activity minimums, requiring self-motivation, discipline, and a constant drive for productivity and focus.
• • Adaptability and strong problem-solving skills are essential. Each day presents unique challenges, and your ability to think on your feet, refine your approach to difficult prospects, and devise creative solutions to engage decision-makers will be critical.
• • A strategic mindset is required to effectively manage your book of accounts. Success is measured not only by hitting quantitative targets but also by the qualitative approach to prioritizing accounts and tailoring outreach strategies for maximum impact.
• • Mastering a multichannel approach to prospecting, including leveraging various communication tools and techniques, is vital for maximizing outreach efforts and ensuring comprehensive engagement across all relevant channels.
• • You will be empowered to help manage and refine our current outbound engine, contributing to process improvements and operational efficiency as Vanta continues to scale.
• • As a self-starter, you will enjoy creating and implementing new processes and procedures that support a rapidly growing business, demonstrating initiative and a proactive approach to operational development.
• • Empathy towards prospects is a core value, ensuring you act as a strong and positive brand representative for Vanta, building rapport and trust from the initial contact.
• • Stellar problem-solving capabilities and an enthusiasm for making a significant impact early in your career at a fast-growing startup are highly valued.
• • You will be expected to commute to our New York City office three days per week, contributing to our hybrid work model and fostering team collaboration.
• • We encourage the open and responsible use of AI to amplify your skills, strengthen your work, and improve efficiency and impact, demonstrating curiosity and a willingness to learn.
• • This role offers a clear career path and emphasis on enablement and mentorship, with a strong focus on advancing talent from within the SDR team into future sales roles.