Sales Development Representative, Emerging

Rozgoo; United States; Hybrid; USD 50,000 - 80,000; Full time

Job summary

Drata is hiring a rockstar Emerging SDR for a fast-paced Sales Team in a hybrid role based in San Diego. You will drive strategic outbound campaigns across email, phone, and social channels to identify potential customers and set qualified meetings for Emergence Account Executives.

This is an excellent growth path in a mission-driven company with a strong SaaS focus. You will partner with account executives, research target accounts, and maintain a high-volume activity cadence.

Qualifications

• 6 months–2 years of experience in a sales development or inside sales role, SaaS exposure a plus.
• Intensely curious—continually learning new concepts and adapting quickly.
• Self-motivated, driven and able to take initiative and deliver results.

Responsibilities

• Collaborate with commercial account executives to break into target accounts and generate qualified opportunities.
• Research accounts, identify initiatives and stakeholders to spark interest via cold calls, emails and social selling.
• Qualify, build and manage a robust sales pipeline with high activity levels in outbound channels.
• Source leads through internet research and social platforms, using LinkedIn Navigator and ZoomInfo.
• Listen actively to understand business problems and communicate Drata's value.
• Meet or exceed weekly/monthly quotas for meetings and opportunities.
• Accurately track customer interactions in Salesforce and CRM.

Skills

Sales development

Inside sales

SaaS experience

Intensely Curious

Doer

Tools

Outreach

Nooks

LinkedIn Navigator

ZoomInfo

Job description

Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority. Our Culture & Work Style At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from: Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results. Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact. Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry. We pair that high‑velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter. That’s why we come together in‑office Tuesday through Thursday our high‑impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy. If you thrive when you’re empowered, energized, and working with smart, mission‑driven people, you’ll feel at home here.

Why Join The Drata Team?

The best way to understand the Driver’s Mindset is to see it in action. We’re an award‑winning, mission‑driven team of 600+ people worldwide , united by a culture that values trust, speed, and continuous growth. See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper‑growth journey, from $0 to $100M ARR in just four years Hear the Voice of the Team : Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. Experience the Impact : See why we are consistently recognized on Fortune's Best Workplaces lists. Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.

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 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