Sales Development Representative, Enterprise

Vanta•New York, NY

9d•$110,000 - $110,000•Hybrid

About The Position

Vanta is hiring an Enterprise Sales Development Representative to hit targets and drive revenue while building a path toward an Enterprise Account Executive role. The SDR partners with Account Executives, Solutions Engineers, Marketing, and channel partners to create pipeline at large organizations with 2,000 or more employees, engaging senior security, risk, and compliance leaders facing audits, security reviews, third-party risk, and AI governance demands. The role involves learning Vanta’s Trust Management Platform and explaining its capabilities to enterprise buyers. The SDR owns a named book of enterprise accounts, develops account plans, conducts multi-channel outreach, researches buying triggers, qualifies opportunities, and schedules qualified meetings for an Account Executive. The SDR also supports Vanta events and partner programs, contributes feedback to Marketing, and participates in pipeline meetings. Vanta provides training, enablement, call coaching, support, and mentorship. SaaS or cybersecurity experience is not required; the posting emphasizes drive, curiosity, coachability, persistence, and responsible use of AI. This is a hybrid role requiring the ability to commute to an office three days per week. Candidates must be authorized to work in the United States without current or future employer sponsorship.

Requirements

Must be authorized to work in the United States without the need for current or future employer sponsorship.
Able to commute to the office three days per week.
Enthusiasm for cold calling and engaging senior executives by phone.
Self-motivation and discipline to meet or exceed daily activity minimums.
Persistence in the face of rejection and setbacks.
Coachability and willingness to seek, accept, and act on feedback.
Curiosity and resourcefulness, including the ability to learn security and compliance concepts quickly.
Confident verbal and written communication, active listening, and empathy when engaging executive audiences.
Ability to manage and prioritize an enterprise account book, tailor outreach to different personas, and collaborate on account strategy.
Willingness to use AI responsibly to improve work efficiency and impact.

Responsibilities

Learn Vanta’s value proposition and Trust Management Platform, including compliance automation, continuous monitoring, Trust Center, questionnaire automation, vendor risk management, and AI governance, and explain them clearly to enterprise buyers.
Own a named book of enterprise accounts, build account plans, and conduct multi-threaded outreach by phone, email, and LinkedIn.
Prospect senior security, risk, compliance, technology, and audit leaders.
Research enterprise accounts for relevant triggers, including new compliance frameworks, security leadership changes, mergers and acquisitions, funding, audit findings, and vendor risk initiatives.
Qualify opportunities based on pain, a champion, a compelling event, and a scheduled next step; book qualified meetings on the Account Executive’s calendar and record activity in Salesforce.
Handle objections, including objections involving incumbent GRC tools and solutions built in-house, and continue conversations after an initial rejection.
Help drive attendance at Vanta events, executive dinners, and partner programs; provide Marketing with feedback on lead quality and messaging.
Attend weekly pipeline meetings with the Account Executive pod and report progress on target accounts.
Develop skills through SDR training and regular call coaching, progressing toward the defined path to Enterprise Account Executive.
Meet or exceed daily activity minimums and work toward targets.
Use AI thoughtfully and responsibly to strengthen research and outreach and improve efficiency and impact.
Commute to the office three days per week.

Benefits

Industry-competitive salary and equity.
Comprehensive medical, dental, and vision coverage, with employee-only premiums fully covered for most medical plans.
16 weeks of paid parental leave for all new parents.
Health and wellness stipend.
Remote workspace, internet, and cellphone stipend.
Commuter benefits for team members reporting to the San Francisco and New York City offices.
Family planning benefits.
Matching 401(k) contribution with immediate vesting.
Flexible PTO policy and 80 hours of sick time.
11 company-paid holidays.
Virtual team-building activities, lunch and learns, and other company-wide events.