Sales Development Representative, Emerging

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: - Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. - Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. - A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. - Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. - A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates. Job Summary: We are looking for a rockstar Emerging SDR to join an unmatched team! As a member of the Drata SDR team, you will be a critical component to an innovative fast-paced Sales Team. You will drive strategic outbound prospecting campaigns (email, phone calls, & social media) to identify potential customers that would benefit from Drata’s solution. You will often be the first point of contact with potential customers with the objective to set qualified meetings for a team of Emerging Account Executives. This is an exciting opportunity for SDR's to be a part of an inclusive team, and experience tremendous career growth. This is a hybrid role located in San Diego. What you'll do: - Strategically partner with commercial account executives to break into prospective customer accounts to generate high quality outbound qualified opportunities - Research commercial accounts, identify key initiatives & key players to generate interest through cold discovery calls, email campaigns, and social selling - Methodically qualify, build, and manage an accurate sales pipeline; maintain a high volume of activity including outbound cold calls, emails, & social selling - utilizing tools such as Outreach & Nooks - Discovering new leads through internet research and social media monitoring/messaging, using tools such as LinkedIn Navigator and ZoomInfo. - Utilize your active listening skills to understand and uncover customer needs and business problems to effectively communicate how Drata can solve them - Achieving, and exceeding, weekly/monthly metrics (meetings, qualified opportunities, new contacts, etc.) - Responsible for accurately tracking customer interactions and information in our CRM, Salesforce - Conduct high-level conversations with C-Suite executives in prospect accounts - Thrive on change while remaining highly organized, optimistic, and coachable What you'll bring: - A Proven Track Record: 6 months - 2 years of experience in a sales development associate or inside sales role; sales experience in the SaaS space is a plus. We are looking for candidates who thrive in a fast-paced, entrepreneurial business environment and who have a proven track record of success in their past roles and experiences. - Intensely Curious: You thrive on learning new concepts, technologies, personas, and can rapidly absorb and integrate that material into your day to day role - A Doer: You are driven, self-motivated and a self-starter who brings your ideas to life and takes pride in results. You are resourceful and find ways to get things done regardless of the obstacles. You are not fearful of failure and realize that failure is often a step closer to figuring out what works. Taking on complex challenges excites you, even if you need to ask for help or spend some time figuring out where to begin. - Organized: You are detail-oriented and can juggle having a variety of different projects on your plate at one time because you are good at keeping track of them. You can create structure for yourself to be the most successful. - A Talented Communicator: You are a “people person” who enjoys communicating with people and has a strong awareness of those around you. You are thoughtful about the ways you communicate and the impression that may have on a client. - Mission-Driven: You want to use your talents to make the world a better place and you are in a rush to do it. - Confident but Self-Critical: You are confident in your skills and the quality of your work product. At the same time, you are not afraid to ask for help and want to constantly be improving. You value honest, action-oriented feedback and believe that we can use it as a tool to improve as a team. How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com. - Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins