Sales Development Representative, Enterprise - Bay Area

Overview

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. In the Bay Area we come together in-office Tuesday through Thursday for 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 where 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.

We are looking for rockstar Enterprise SDRs to join an unmatched team. Drata is one of the fastest growing B2B SaaS startups ever to achieve unicorn status and currently taking over the security and compliance automation space. 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, and 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 Enterprise Account Executives. This is an exciting opportunity for SDRs to be a part of an inclusive team, and experience tremendous career growth.

This position is located in the Bay Area and requires that candidates live in the region.

• Strategically partner with enterprise account executives to break into prospective customer accounts to generate high quality outbound qualified opportunities
• Research enterprise accounts, identify key initiatives and 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, and social selling - utilizing tools such as Outreach and Nooks
• Discover new leads through internet research and social media monitoring/messaging, using tools such as Linked In Navigator and Zoom Info
• Utilize active listening to understand and uncover customer needs and business problems to effectively communicate how Drata can solve them
• Achieve and exceed 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

• A proven track record: 1-3 years of experience in a sales development or inside sales role;
  SaaS experience is a plus.
• Intensely curious:
  You thrive on learning new concepts and can rapidly absorb material into your day-to-day role
• A doer:
  You are driven, self-motivated, and take pride in results. You are resourceful and able to…