Sales Development Representative, Enterprise

At Vanta, being an Enterprise SDR is first about hitting targets and driving revenue. It also means joining a community that’s committed to your success and career growth. We believe the future of our sales organization lies with our SDRs, so we invest heavily in enablement and career advancement. You’ll get the training, support and mentorship you need to excel, with a clear path to an Account Executive role.

As an Enterprise SDR, you’ll partner with Account Executives, Solutions Engineers, Marketing and channel partners to create pipeline at large organizations (2,000+ employees). You’ll engage senior security, risk and compliance leaders who are under growing pressure from audits, security reviews, third-party risk and AI governance.

You don’t need SaaS or cybersecurity experience to be great at this job. We’ll teach you the product, the tools and the process. What we can’t teach is drive, curiosity and coachability, and that’s what we’re hiring for. Great SDRs come from everywhere: commission- or tip-based roles, hospitality, retail, call centers, fundraising, recruiting, real estate, political campaigns, competitive athletics, or something they started on their own.

Vanta is growing quickly and is profitable. We keep beating our growth targets while maintaining very strong NPS scores, so it’s an exciting time to join. If you’re hungry to learn and ready to work hard, we’d love to hear from you.

What you’ll do as a Sales Development Representative at Vanta:

• Learn Vanta’s value proposition and Trust Management Platform, including compliance automation, continuous monitoring, Trust Center, questionnaire automation, vendor risk management and AI governance. Explain them clearly and confidently to enterprise buyers.

• Own a named book of enterprise accounts. Build account plans and run multi-threaded outreach by phone, email and LinkedIn, using tools you’ll be trained on: Salesforce, ZoomInfo, Nooks, Outreach, LinkedIn Sales Nav, 6Sense and Gong.

• Prospect into senior leaders such as CISOs, CIOs, CTOs, VPs and Directors of Security, Heads of GRC, Compliance Managers, and IT Risk and Internal Audit leaders.

• Research accounts to find why-now triggers, such as new frameworks (SOC 2, ISO 27001, HIPAA, FedRAMP, ISO 42001), new security leadership, M&A, funding, audit findings or vendor risk initiatives.

• Qualify opportunities against Vanta’s criteria: pain, champion, compelling event and a scheduled next step. Book qualified meetings on your AE’s calendar and log your activity in Salesforce.

• Handle objections, including incumbent GRC tools and “we built it in-house,” and keep conversations going after a first “no.”

• Help drive attendance at Vanta events, executive dinners and partner programs. Give Marketing feedback on lead quality and messaging.

• Join weekly pipeline meetings with your AE pod and report progress on target accounts.

• Grow your skills through SDR training, regular call coaching and a defined path to Enterprise AE.

How to be successful in this role:

• Be enthusiastic about cold calling. Cold calling is at the heart of this role. Being excited to pick up the phone and engage senior executives will set you apart.

• Be relentless in your work ethic. Meeting or exceeding the daily minimum of activities takes discipline and self-motivation. You set big goals and push yourself to hit them.

• Show grit. You’ve pushed through rejection or a setback and kept going, whether on a team, at work, in school or on a personal goal. Enterprise deals involve many stakeholders and long cycles, so persistence matters.

• Be coachable. You ask for feedback, take it well and act on it quickly. We review calls and emails regularly, and the fastest learners grow the fastest.

• Be curious and resourceful. You figure things out, ask good questions and pick up new topics quickly, including security and compliance concepts and the business problems they create.

• Use AI thoughtfully. You use AI to strengthen your research and outreach, and you apply it responsibly to improve your efficiency and impact.

• Communicate with confidence. You’re clear on the phone and in writing, you listen well, and you represent Vanta with empathy, especially with executive audiences.

• Be strategic. You’ll manage a book of enterprise accounts, decide who to prioritize, tailor your approach to each persona and work closely with your AE on account strategy.

• Work hybrid. You’ll need to be able to commute to the office 3 days per week.

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

What you can expect as a Vanta'n:

• Industry-competitive compensation

• 100% covered medical, dental, and vision benefits with dependents coverage

• 16 weeks fully-paid parental Leave for all new parents

• Health & wellness and remote workplace stipends

• Family planning benefits

• 401(k) matching

• Flexible work hours and location

• Open PTO policy

• 11 paid holidays in the US

• Offices in SF, NYC, London, Dublin, and Sydney

#LI-SF