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.

Sales Development Representative, Early Stage

Responsibilities

Benefits

Company

Vanta

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