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Salary: USD 75,000 - 80,000 / annual
Drata is a fast-growing compliance automation and security assurance platform (600+ employees, founded 2020) building the trust layer for enterprises. The company is expanding its agentic AI platform to define trust for the next generation of companies.
As a Sales Development Representative on the Emerging team, you will be a critical driver of outbound prospecting campaigns to identify and qualify potential customers for Drata's solution. You will be the first point of contact with prospects, working strategically with Emerging Account Executives to break into target accounts and generate high-quality qualified meetings.
Key Responsibilities:
- Execute strategic outbound prospecting via email, phone, and social media to identify prospects who would benefit from Drata
- Research commercial accounts, identify key initiatives and decision-makers, and generate interest through cold discovery calls and email campaigns
- Qualify, build, and manage an accurate sales pipeline with high activity volume (cold calls, emails, social selling) using 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 solves 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 in prospect accounts
- Remain organized, optimistic, and coachable in a fast-paced, entrepreneurial environment
The role is hybrid, based in New York City. Drata offers equity ownership, comprehensive health/wellness benefits (up to 100% employer-paid premiums), 401(k), paid parental leave after six months, professional development stipends, and flexible vacation.
Requirements:
- 6 months to 2 years of experience in a sales development associate or inside sales role
- SaaS sales experience is a plus
- Proven track record of success in fast-paced, entrepreneurial environments
- Intensely curious; thrives on learning new concepts, technologies, and personas
- Self-motivated, driven, resourceful; not fearful of failure
- Detail-oriented; able to manage multiple projects simultaneously
- Strong communicator; people-oriented with awareness of others
- Mission-driven; confident but self-critical; values feedback and continuous improvement
