Sales Development Representative, Enterprise

Vanta•San Francisco, CA

1d•$110,000 - $110,000•Hybrid

About The Position

At Vanta, the Enterprise Sales Development Representative focuses on meeting targets and driving revenue while building skills and advancing toward an 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. They engage senior security, risk, and compliance leaders facing pressure from audits, security reviews, third-party risk, and AI governance. Vanta provides training on its product, tools, and sales process; prior SaaS or cybersecurity experience is not required. The role involves learning and explaining Vanta’s Trust Management Platform and its capabilities, owning a named book of enterprise accounts, researching prospects and account triggers, and conducting tailored, multi-channel outreach. The SDR qualifies opportunities, books meetings for Account Executives, handles objections, supports events and partner programs, and reports progress in regular pipeline meetings. Success requires persistence, curiosity, coachability, confident communication, strategic account prioritization, and enthusiasm for cold calling. The position requires commuting to an office three days per week and authorization to work in the U.S. without current or future employer sponsorship.

Requirements

Enthusiasm for cold calling and engaging senior executives by phone.
Discipline and self-motivation to meet or exceed daily minimum activity expectations.
Persistence in the face of rejection and setbacks.
Coachability, including willingness to seek feedback and act on it quickly.
Curiosity and resourcefulness, with the ability to learn security and compliance concepts and related business problems.
Ability to use AI thoughtfully and responsibly to improve research, outreach, efficiency, and impact.
Clear, confident communication by phone and in writing, good listening skills, and empathy with executive audiences.
Ability to prioritize a book of enterprise accounts, tailor approaches to different personas, and collaborate on account strategy with an Account Executive.
Ability to commute to the office three days per week.
Authorization to work in the U.S. without current or future employer sponsorship.

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 to enterprise buyers.
Own a named book of enterprise accounts, build account plans, and conduct multi-threaded outreach by phone, email, and LinkedIn.
Prospect into senior security, technology, compliance, risk, and audit leaders.
Research accounts for relevant triggers, including new frameworks, security leadership changes, M&A, funding, audit findings, and vendor risk initiatives.
Qualify opportunities against Vanta’s criteria of pain, champion, compelling event, and scheduled next step; book qualified meetings on the Account Executive’s calendar and log activity in Salesforce.
Handle objections, including incumbent GRC tools and in-house solutions, and continue conversations after an initial rejection.
Help drive attendance at Vanta events, executive dinners, and partner programs, and provide Marketing feedback on lead quality and messaging.
Join weekly pipeline meetings with the Account Executive pod and report progress on target accounts.
Develop skills through SDR training and regular call coaching.