Sales Development Representative

Nava Benefits

14d•$50,000 - $65,000•Remote

About The Position

Sales Development is where Nava's growth engine starts. As an SDR, you'll be the first conversation many prospects have with Nava and play a critical role introducing a category-defining approach to benefits to HR leaders who've never heard of us, and turning cold outreach into qualified pipeline for our Sales team. This is a phone-first role. Our best SDRs treat the cold call as the fastest way to earn a real conversation, and they bring genuine curiosity, creativity, and grit to a job that's, by design, one of the hardest at any startup. Breaking into a market with limited brand recognition takes real hustle. In exchange, you get a defined ICP, a modern prospecting stack, hands-on coaching from day one, and a clear, structured path to grow beyond this seat. You'll report directly to Nava's Senior Manager, Sales Development, who leads the SDR team's day-to-day coaching, development, and growth.

Requirements

1–2 years of sales, customer-facing, or high-volume outbound experience
Genuine comfort picking up the phone and making a high volume of calls every day. This is not an email-only or social-first role
Sharp verbal communication and the ability to think on your feet through objections
Resilience and self-motivation. You're energized by a job with a lot of "no"s on the way to a "yes"
Curiosity about the benefits/health insurance industry, or a willingness to learn it fast (we'll teach you the rest)
Comfort with a modern sales tech stack (Salesforce, Nooks, Gong, Linkedin SalesNavigator, AI tools)

Nice To Haves

Prior experience in a brokerage, benefits, or insurance environment
Experience at a fast-growing startup where process is still being built
A track record of hitting or exceeding activity or pipeline targets in a prior role

Responsibilities

Build and manage a pipeline of target accounts using Nava's signal-based prospecting approach, prioritizing renewal timing, funding events, hiring activity, and HR leadership changes over static list-drops
Research accounts and decision-makers before every touch so outreach lands as informed and relevant, never generic
Work a modern stack (Salesforce, Clay, Nooks, Gong Engage) to prioritize accounts and multi-thread outreach across call, email, and social
Make outbound calls daily as the core of your day. Nava's SDR team is phone-first
Run structured discovery on every connect: uncover pain points around renewals, claims, compliance, and HR bandwidth, and translate them into a qualified, well-briefed meeting for our Sales team
Handle objections using the openers, talk tracks, and frameworks you'll build in onboarding and keep sharpening in weekly live coaching
Hand off qualified meetings to Sales Executives and Partners with the context they need to run a strong first call
Work with Marketing on inbound routing and campaign-driven offers (like our renewal readiness reports), and give direct feedback on what messaging is and isn't landing
Loop in Solutions Consulting when a prospect's needs are benefits-heavy, so the right expertise is in the room from the start
Take part in weekly call reviews, role-plays, and Nava's SDR "Raise the Bar" training series to sharpen openers, objection handling, and discovery skills
Own your numbers: connect rate, conversation rate, meeting rate and use that data, with your manager's coaching, to keep improving
Progress along Nava's defined SDR career ladder (SDR I → SDR II → Senior SDR → Sales Executive), with clear expectations and comp growth at each step

Benefits

Medical insurance, including a $0 premium HDHP plan for individuals
Dental
Vision
Telehealth and Virtual Primary Care Visits
OneMedical membership
Wellhub
$50 monthly benefit to improve your mental or physical health
Stock options
401(k) with a $2,000 match
FSA
HSA
Access to Origin Financial
Flexible PTO
12 weeks of paid parental leave with 2 weeks of transition time
$50 monthly connectivity reimbursement
Company-paid short-term disability, long-term disability, and life insurance
Additional voluntary benefits like supplemental life, AD&D, hospital indemnity, accident, and critical illness coverage
$1,000 home office setup stipend
Access to an Employee Assistance Program (EAP)