Sales Development Representative, Emerging - NYC

Drata 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 Drata Team? At Drata, 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: Drata 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 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 New York City.

What you'll do:

Strategically partner with emerging 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 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.