SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 75,000 - 80,000 / annual
Drata is a compliance automation and security assurance platform founded in 2020, now a 600+ person company building agentic AI solutions for continuous compliance and trust verification. The company is headquartered in San Diego and operates a hybrid culture emphasizing ownership, integrity, and raising the bar.
As a Sales Development Representative (Emerging), you will be a core member of the outbound sales team, responsible for driving strategic prospecting campaigns to identify and qualify potential customers for Drata's compliance automation platform. You will be the first point of contact with prospects, conducting discovery calls, email outreach, and social selling to generate qualified meetings for the Emerging Account Executives team.
Key Responsibilities:
- Partner strategically with commercial account executives to break into prospective customer accounts and generate high-quality outbound opportunities
- Research commercial accounts, identify key initiatives and decision-makers, and generate interest through cold discovery calls, email campaigns, and social selling
- Qualify, build, and manage an accurate sales pipeline with high activity volume (cold calls, emails, social selling) using tools like Outreach and Nooks
- Discover new leads through internet research, social media monitoring, LinkedIn Navigator, and ZoomInfo
- Apply active listening to understand customer needs and communicate how Drata's solutions address their business problems
- Achieve and exceed weekly/monthly metrics (meetings booked, qualified opportunities, new contacts)
- Accurately track customer interactions and information in Salesforce CRM
- Conduct high-level conversations with C-Suite executives at prospect accounts
- Remain organized, optimistic, and coachable while thriving in a fast-paced, changing environment
The role emphasizes working at the edge of AI and security, solving problems without established playbooks, and experiencing rapid career growth in a scaling organization.
Requirements:
- 6 months to 2 years of experience in a sales development associate or inside sales role (SaaS experience is a plus)
- Proven track record of success in fast-paced, entrepreneurial business environments
- Intensely curious with ability to rapidly learn new concepts, technologies, and personas
- Self-motivated, driven, and resourceful; comfortable with failure as a learning step
- Detail-oriented and organized; able to manage multiple projects simultaneously
- Strong communicator with genuine interest in people and awareness of interpersonal dynamics
- Mission-driven mindset focused on making a positive impact
- Confident yet self-critical; open to feedback and committed to continuous improvement
