Sales Development Representative, Inbound

About the role

Welcome to the Vanta Sales Development Representative, Inbound team, a role designed for individuals who thrive in fast-paced, growth-oriented environments and are passionate about initiating meaningful conversations with potential customers. In this position, you will own the direct outreach and engagement efforts that form the foundation of our new business pipeline, taking responsibility for managing your assigned account portfolio with diligence and strategic focus. You will partner closely with account executives, driving early-stage interest and ensuring that high-quality opportunities are identified and nurtured effectively. This role requires a proactive mindset as you utilize a variety of sales tools and platforms to uncover, research, and prioritize opportunities that align with our ideal customer profile. You will be the primary voice on the phone and in writing, articulating the distinct value proposition of Vanta to prospects and positioning our solutions as essential for their security and compliance needs. Success in this role will be measured by your ability to consistently generate and convert inbound interest into scheduled meetings, directly contributing to the revenue goals of the organization. You will operate as a key member of the Revenue team, maintaining rigorous activity standards and leveraging data-driven insights to refine your outreach strategies over time.

Key facts

What you'll do

• Execute a high volume of targeted outbound campaigns using cold calls, personalized emails, and strategic social media touches to generate initial interest.
• Conduct in-depth research on prospective accounts using advanced tools to map stakeholder landscapes and identify key decision-makers.
• Deliver compelling value propositions during discovery calls, clearly explaining how Vanta's platform solves critical security and compliance challenges.
• Leverage automation platforms to design and deploy multi-touch outreach sequences that nurture leads and maintain consistent engagement.
• Analyze customer data and market signals to dynamically adjust account priorities and optimize your daily outreach activities.
• Manage the full sales cycle from initial inquiry through to meeting qualification, ensuring accurate and detailed logging in our CRM system.
• Collaborate with marketing and product teams to provide feedback on lead quality and market trends, influencing future messaging and positioning.
• Utilize intelligence platforms to uncover new opportunities, track competitor activity, and identify expansion potential within existing accounts.
• Develop and maintain a highly organized pipeline of opportunities, ensuring a steady flow of meetings for the account execution team.
• Demonstrate exceptional communication skills in every interaction, whether via video conference, phone, or written correspondence.
• Monitor and report on key performance indicators, such as response rates and meeting conversion, to drive continuous improvement.
• Adhere to strict data privacy and security protocols when handling all customer information and company data.
• Participate in regular training and coaching sessions to refine sales techniques and product knowledge.
• Act as an ambassador for the company brand, building trust and credibility with every prospect interaction.

Requirements

• Eagerness for cold calling and direct customer engagement is essential, as you will initiate the majority of conversations with new prospects.
• A strong work ethic is required to consistently meet demanding daily activity targets, including 120+ activities per day.
• Demonstrated ability to adapt and solve problems in a dynamic sales environment where priorities can shift rapidly.
• Strategic thinking skills are necessary to effectively manage and prioritize your account portfolio for maximum impact.
• Proficiency in multi-channel prospecting techniques and tools is a strict requirement for success in this position.
• Comfort with technology and a quick aptitude for learning new software platforms and sales methodologies.
• Excellent verbal and written communication skills, with the ability to convey complex ideas in a clear and concise manner.
• A resilient mindset capable of handling frequent rejection and maintaining high motivation in the face of challenges.

Skills & tools

• Salesforce
• ZoomInfo
• Outreach
• LinkedIn Sales Navigator
• 6Sense

Practical notes

• Comprehensive benefits package including 100% covered medical, dental, and vision for employees and dependents.
• 16 weeks of fully paid parental leave.
• Health & wellness and remote workplace stipends.
• Family planning benefits.
• 401(k) matching.
• Flexible work hours and an open PTO policy.
• 11 paid US holidays.
• Offices in SF, NYC, Dublin, and Sydney.