Sales Development Representative, Emerging

Drata; United States; Hybrid; USD 75,000 - 80,000; Full time

Benefits offered by this job

Equity

Health coverage

401(k)

Parental leave

Professional stipends

Job summary

Drata, a leading trust and compliance platform, is hiring a rockstar Emerging SDR in a hybrid San Diego role. You will drive strategic outbound campaigns via email, calls, and social channels to identify potential customers for the SDR/AE team and set qualified meetings.

You’ll be the first contact with prospects, helping build a robust, high-velocity sales pipeline and supporting rapid growth. You’ll partner with commercial account executives, research accounts, and leverage tools like

Qualifications

• 6 months to 2 years in a sales development or inside sales role; SaaS experience a plus.
• Curious, driven, and self-motivated with a proactive work style.
• Strong organizational skills and attention to detail.

Responsibilities

• Collaborate with account executives to target prospective customers and generate qualified outbound opportunities.
• Identify key initiatives and players through research and cold outreach.
• Qualify and manage a healthy sales pipeline with high activity levels.
• Discover leads via internet research and social channels using LinkedIn and ZoomInfo.
• Engage C-suite prospects with active listening and tailored messaging.
• Hit weekly/monthly quotas for meetings and opportunities and track activity in Salesforce.
• Maintain accurate CRM data and participate in change-ready, coachable culture.

Skills

Outbound prospecting

Cold calling

Email campaigns

Social selling

CRM usage

Research skills

Active listening

Tools

Outreach

Nooks

LinkedIn Navigator

ZoomInfo

Salesforce

Job description

the company 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 the company Team?

At the company, 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: the company 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 and follow us on LinkedIn 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 the company 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 the company’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 the company 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 the company, 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 the company.

• 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 together—because your contributions don’t just support our progress; they help drive our collective success.

• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.

• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.

• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.

• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.

• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. the company offers a flexible vacation policy, paid holidays, and other perks to recharge.

The expected On Target Earnings (OTE) for this role is between $75,000 - $80,000 and is listed to provide transparency. Actual base pay will vary based on multiple factors — market location, job-related knowledge, skills, experience, and overall alignment to the role.

Candidates shouldn't expect automatic placement at any particular point within the range. Offer amounts are determined by the qualifications each candidate brings to the position. Total compensation may also include equity designed to provide meaningful ownership in the company, as well as health and wellbeing benefits.