Sales Development Representative, Upmarket

Vanta, Inc.

Job Overview

Location

New York, NY

Job Type

Full-time

Full Job Description

📋 Description

• Own and execute the outbound sales engine for Vanta’s upmarket prospects, driving pipeline growth through strategic prospecting and outreach
• Utilize Salesforce, ZoomInfo, Outreach, LinkedIn Sales Nav, and 6Sense to identify and prioritize strategic accounts with 500+ employees
• Develop and manage multi-channel prospecting sequences in Outreach to maximize engagement across email, phone, and social touchpoints
• Conduct cold calling as a core daily activity, aiming to meet or exceed 120 sales activities per day with discipline and consistency
• Coordinate and schedule meetings between prospects and Account Executives, ensuring accurate logging of all interactions in CRM systems
• Demonstrate deep understanding of Vanta’s Trust Management Platform and articulate its value proposition to prospects in B2B SaaS environments
• Adapt prospecting tactics in real time to overcome objections and navigate complex organizational structures of large enterprises
• Apply a strategic mindset to account prioritization, focusing on high-impact targets rather than just volume-based outreach
• Embrace a multichannel approach to prospecting, combining automated workflows with personalized, human-driven engagement
• Serve as a brand representative for Vanta, demonstrating empathy and professionalism in every interaction with prospects
• Act as a self-starter by creating and refining processes to scale the outbound sales function in a fast-growing startup environment
• Leverage AI tools responsibly to enhance outreach efficiency, improve targeting, and increase conversion rates
• Maintain strict adherence to hybrid work requirements, commuting to the New York City office three days per week
• Collaborate with the broader sales team to refine messaging, update playbooks, and improve overall outbound performance
• Stay current with industry trends in cybersecurity and compliance to better understand prospect pain points and position Vanta effectively
• Proactively seek feedback and mentorship to accelerate personal growth and prepare for advancement within the sales organization
• Demonstrate curiosity, sound judgment, and a willingness to learn when integrating new technologies and methodologies into daily workflows
• Contribute to building a culture of excellence within the Sales Development team by maintaining high standards of performance and accountability
• Support Vanta’s mission of helping businesses earn and prove trust by enabling secure, compliant operations through proactive outreach
• Engage in company-wide events, including virtual team building, lunch and learns, and sales enablement sessions

🎯 Requirements

• Minimum 6 months of SaaS Sales Development Representative (SDR) or Business Development Representative (BDR) experience
• Proven experience prospecting into large companies (500+ employees)
• Demonstrated ability to meet or exceed daily activity minimums (120+ activities/day) with self-motivation and discipline
• Proficiency with CRM (Salesforce), outreach automation (Outreach), and prospecting tools (ZoomInfo, LinkedIn Sales Nav, 6Sense)
• Willingness to commute to Vanta’s New York City office 3 days per week
• Must be authorized to work in the U.S. without current or future employer sponsorship

🏖️ Benefits

• Industry-competitive salary and equity
• 100% covered employee-only premiums for comprehensive medical, dental, and vision insurance
• 16 weeks paid parental leave for all new parents
• Health & wellness stipend, remote workspace stipend, and cellphone stipend
• Matching 401(k) with immediate vesting
• Flexible PTO policy plus 80 hours of Sick Time and 11 company-paid holidays

Skills & Technologies

Remote

Degree Required

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Vanta, Inc.

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About Vanta, Inc.

Vanta is a San Francisco-based compliance automation platform that helps businesses obtain and maintain SOC 2, ISO 27001, HIPAA, GDPR and other security certifications. Its cloud service continuously monitors infrastructure, collects audit evidence, runs automated tests and produces auditor-ready reports, reducing the manual effort and cost of demonstrating security posture to customers and regulators. Founded in 2017, the company primarily serves high-growth SaaS startups and mid-market technology firms.

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