Sales Development Representative

About the role

You will immerse yourself in the mission of helping businesses establish and demonstrate trust through continuous security monitoring as the inaugural Sales Development Representative for the LATAM region. In this foundational role, you will own the responsibility of defining the sales strategy and building processes from the ground up in a new territory. This position provides a unique opportunity to directly influence Vanta's market expansion and establish the blueprint for future growth in LATAM. You will thrive in a supportive sales organization that is deeply invested in the career growth and professional development of its team members. Your work will involve representing Vanta's brand with high empathy and integrity to prospects across the region. You will be a key driver in transforming market interest into qualified pipeline and booked meetings. This role requires a proactive approach to navigating new challenges and refining your outreach strategies as the market evolves. Ultimately, you will play a critical part in establishing Vanta's presence and credibility in LATAM.

Key facts

What you'll do

• Master Vanta's product suite, security monitoring capabilities, and value proposition to articulate clear outcomes for LATAM prospects.
• Conduct in-depth research to identify and qualify strategic accounts for market expansion across key LATAM regions using data platforms.
• Utilize tools like Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and 6Sense to build and manage a robust pipeline of target organizations.
• Create and execute multi-channel prospecting strategies, including designing and testing email sequences within Outreach to optimize response rates.
• Schedule and confirm meetings for account executives, ensuring calendars are efficiently managed and time zones are respected.
• Log all prospecting activities, call notes, and engagement details meticulously to maintain accurate records in the CRM.
• Handle complex objections from potential customers with strong interpersonal skills and technical understanding of security compliance.
• Contribute to the management and optimization of the existing outbound sales engine to improve overall performance.
• Demonstrate strong written and verbal communication skills in both English and Spanish to engage with C-level and technical stakeholders.
• Analyze pipeline metrics and adjust strategies to ensure consistent progress toward activity and booking goals.
• Collaborate closely with the revenue team to share insights from the field and refine messaging based on market feedback.
• Take ownership of the entire sales development lifecycle from initial contact to meeting handoff.
• Apply problem-solving abilities to overcome barriers in the sales process and improve the effectiveness of outreach.
• Represent Vanta professionally in all interactions to uphold the company's reputation and trust-based brand.

Requirements

• Eagerness to perform cold calling and engage with potential customers in a professional and persistent manner.
• Strong work ethic with the discipline to consistently meet or exceed daily activity minimums, including 120 activities per day.
• Adaptability to navigate new challenges and rapidly refine approaches based on performance data and market conditions.
• Strategic mindset to manage accounts, prioritize efforts, and tailor outreach for maximum impact in LATAM.
• Proficiency in using multi-channel prospecting tools, including Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and 6Sense.
• Business fluency in both English and Spanish is mandatory for effective communication with prospects and team members.
• Prior experience in B2B SaaS, specifically in a pipeline-generating sales role focused on generating new business.
• Self-starter mentality with a desire to create processes, establish procedures, and improve workflows for a growing business.
• High level of empathy to understand prospect needs and represent Vanta's brand in a respectful and supportive way.
• Excellent problem-solving abilities and a strong desire to make a significant impact within a fast-paced startup environment.
• Ability to commute to the New York City office three days per week for in-person collaboration and team alignment.
• Authorization to work in the United States without requiring current or future employer sponsorship or visa sponsorship.
• Willingness to adhere to company policies, including compliance with security and data handling standards.
• Commitment to maintaining the confidentiality and integrity of customer information at all times.

Nice to have

• Business fluency in Portuguese to engage with a broader range of prospects in LATAM.
• Openness to using AI tools to enhance skills, streamline tasks, and demonstrate curiosity and sound judgment in decision-making.

Practical notes

This role operates on a hybrid schedule, requiring the successful candidate to commute to the New York City office three days per week for team collaboration and in-person meetings. The candidate must be authorized to work in the United States without the need for employer sponsorship or visa support, ensuring immediate readiness to contribute. The position is full-time, with a base salary of $105,000 supplemented by equity and a comprehensive benefits package. Start dates will be determined based on the candidate's availability and onboarding requirements.