--- title: 'Sales Development Representative, Upmarket at Vanta' canonical: 'https://feeny.ai/job/sales-development-representative-upmarket-vanta-new-york-xmzpf9ms6vx0' type: 'job' last_seen: '2026-09-09' --- # Sales Development Representative, Upmarket at Vanta - **Company:** [Vanta](https://feeny.ai/companies/vanta) - **Location:** New York, NY - **Compensation:** $95k–$112k - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2026-09-01 - **Last confirmed live:** 2026-09-09 - **Apply:** https://jobs.ashbyhq.com/vanta/028c7d0b-73a6-431a-843b-2c0da068de1b/application **Skills:** SaaS Sales, Salesforce, ZoomInfo, Outreach, LinkedIn Sales Nav, 6Sense, Cold Calling, B2B Sales, AI Tools > The Sales Development Representative will drive revenue by managing the outbound sales engine, prospecting into large B2B SaaS companies, and building pipeline. This role requires a strategic mindset, strong cold calling skills, and the ability to organize multi-channel outreach sequences to meet growth targets. ## Job description At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. Being an SDR at Vanta is, first and foremost, about hitting targets and driving revenue. But beyond that, it’s about joining a community that is deeply committed to your success and career growth. We believe that the future of our sales organization lies with our SDRs, which is why we place a strong emphasis on enablement and career advancement. You’ll receive the training, support, and mentorship you need to excel, with a clear path to advance within our sales team. Vanta is growing quickly, we're profitable, and we're continually outpacing our growth targets while maintaining very strong NPS scores. Needless to say, it's an exciting time! We're scaling our Sales Development team with customer-focused SDRs who will take ownership of our outbound sales engine and help to build pipeline as we move up market, and distinguish Vanta as best-in-class to prospects in a burgeoning competitive landscape. We're looking for someone with at least 6 months of SaaS SDR/BDR experience under their belt. You'll get major bonus points if you've hunted big game and have experience prospecting into large companies (500+ employees). This role is hybrid in office in New York City 3 days per week. If this sounds like you, and you're excited to join a growing team, we'd love to hear from you. What you’ll do as a Sales Development Representative at Vanta: - Have a strong understanding of Vanta’s value proposition and product - Master the process of identifying strategic accounts using tools like Salesforce, ZoomInfo, Outreach, Linkedin Sales Nav, and 6Sense, that will help us move up market - Organize a multi-channel approach to prospecting and and maximize efforts by developing sequences in Outreach - Coordinate meetings on account executive’s calendars and log activities - Efficiently and gracefully counter objections, as well as have excellent interpersonal & technical skills How to be successful in this role: - Have an enthusiasm for Cold Calling: Cold calling is at the heart of this role. Your excitement for picking up the phone and engaging with potential customers will set you apart. - Be relentless in your Work Ethic: Meeting or exceeding the daily activity minimums of 120 activities requires a strong work ethic. You’ll need to be self-motivated and disciplined, constantly pushing yourself to stay productive and focused. - Be Adaptable and Problem Solve: Every day will bring new challenges, and your ability to adapt and think on your feet is crucial. Whether it’s refining your approach to a tough prospect or finding creative solutions to get in front of decision makers, your problem solving skills will be key. - Be Strategic: Managing your book of accounts requires a strategic mindset. Success comes from not just hitting numbers but also knowing which accounts to prioritize and how to tailor your approach to each one. - Take a Multichannel Approach: Success in this role also involves mastering the tools and processes for multichannel prospecting. You’ll need to be organized, efficient, and creative in developing sequences that maximize your outreach efforts across all channels. - Have prior experience in B2B SaaS, preferably in a pipeline-generating Sales role - Help us to manage our current Outbound Engine - Be a self-starter who enjoys creating process and procedures for a scaling business - Be highly empathetic to prospects as a strong brand representative for Vanta - Have stellar problem solving chops, and an enthusiasm for making a large impact early on at a start-up - Be able to commute to come in office hybrid 3 days per week - 6+ months of sales development experience, with a preference for prospecting into companies of 500+ employees - Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact. - Must be authorized to work in the U.S. without the need for current or future employer sponsorship What you can expect as a Vanta’n: - Industry-competitive salary and equity - Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans - 16 weeks paid Parental Leave for all new parents - Health & wellness stipend - Remote workspace, internet, and cellphone stipend - Commuter benefits for team members who report to the SF and NYC office - Family planning benefits - Matching 401(k) contribution with immediate vesting - Flexible PTO policy, plus 80 hours of Sick Time - 11 company-paid holidays - Virtual team building activities, lunch and learns, and other company-wide events! - Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials. #LI-hybrid At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply. ## About Vanta We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent. Referral Instructions If you are being referred for the role, please contact that person to apply on your behalf. ## About Vanta ## Company Overview - **One-liner**: Vanta provides the leading Agentic Trust Platform that automates compliance, risk management, and security proof for businesses. - **Entity Type**: Private (Series C) - **Headquarters**: San Francisco, USA (with offices in New York, Dublin, London, and Sydney) - **Founded**: 2018 - **Founders**: Christina Cacioppo (CEO) ## Core Business - **Primary Industry**: Governance, Risk, and Compliance (GRC) / Cybersecurity - **Target Customers**: B2B, ranging from startups to mid-market and enterprise (16,000+ customers) - **Mission/Purpose**: To protect consumer data and restore trust in internet businesses by enabling companies to improve and prove their security continuously. ## Products & Services - **Vanta Agentic Trust Platform**: An integrated platform with four core capabilities: - **Compliance**: Automates and continuously monitors compliance with 35+ frameworks (SOC 2, ISO 27001, HIPAA, GDPR, FedRAMP, HITRUST, NIST AI RMF, etc.), featuring 1,400+ automated tests and AI-powered policy generation. - **Risk**: Provides a unified view of internal and third-party risk, including vendor risk management (TPRM). - **Proof**: Enables real-time sharing of security posture through Trust Centers and automated questionnaire responses (reported to automate 93% of questionnaires). - **Vanta AI Agent**: A 24/7 GRC engineer that drafts policies, completes questionnaires, flags risks, remediates failed tests, and summarizes findings, saving teams an average of 4+ hours per week. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed. - **Key Metric**: Total funding of over $300 million. - **Notable Investors/Partners**: Backed by Sequoia Capital, Craft Ventures, Y Combinator, J.P. Morgan, and Goldman Sachs. - **Growth Signals**: - Trusted by over 16,000 customers. - Named a Leader in *The Forrester Wave™: Governance, Risk, and Compliance Platforms, Q2 2026*. - Forrester noted that "Vanta’s innovation approach is unparalleled" with "disruptive product launches." - Reports of significant customer wins, including saving 2,000 hours annually and eliminating 10 spreadsheets for one customer. ## Competitive Advantages - **First-mover & Category Leader**: Vanta pioneered automated compliance for fast-growing tech companies and is now the leading platform in the space. - **AI-Native Platform**: The Vanta AI Agent is a core differentiator, acting as a "24/7 GRC engineer" rather than a simple add-on, making it extremely sticky and efficient. - **Breadth of Coverage**: Supports 35+ frameworks and integrates with 400+ tools, providing a single source of truth for all trust-related work. - **Network Effects**: A large customer base and partner ecosystem (e.g., auditor portal) create a strong moat. ## Strategic Focus - **Continuous Trust**: Moving security from a point-in-time check to a continuous, real-time state. - **AI-Driven Automation**: Deepening the capabilities of the Vanta AI Agent to handle more complex GRC tasks autonomously. - **Enterprise Expansion**: Catering to larger, more complex organizations with features like FedRAMP support and advanced TPRM. - **Global Reach**: Expanding international presence (offices in Dublin, London, Sydney) to serve a global customer base. ## Why Work Here - **Culture & Values**: Emphasizes a "remote-first" setup in the US and a hybrid model internationally. Core principles include "Put customers first," "Bias for action," "Win as one team," "Lead with resilience," and "Decide with frameworks." - **Remote/Hybrid Policy**: Remote-first for US team members; hybrid options available at international offices (San Francisco, New York, Sydney, Dublin, London). - **Benefits**: Comprehensive benefits package includes medical/dental/vision, industry-competitive paid parental leave, generous PTO, and a 401k matching plan. - **Engineering Culture**: The company is building a platform where the AI Agent acts as an "experienced GRC engineer," offering a chance to work on cutting-edge AI problems in a high-growth environment. The CPO previously scaled engineering, product, and design teams at GitHub. ## Sources 1. [Vanta About Us](https://www.vanta.com/company/about) 2. [Vanta Website](https://www.vanta.com/) 3. [Vanta Careers Page](https://www.vanta.com/company/careers) 4. [Vanta - What is Vanta?](https://www.vanta.com/resources/what-is-vanta) 5. [Vanta Jobs on Ashby](https://jobs.ashbyhq.com/vanta/) ## Other roles at Vanta - [Account Executive - Japan](https://feeny.ai/job/account-executive-japan-vanta-tokyo-yybfp9n03nyt) — Tokyo, Japan - [Subject Matter Expert, GTM GRC - Revenue](https://feeny.ai/job/subject-matter-expert-gtm-grc-revenue-vanta-united-states-h9172c7er4g2) — United States - [Recruiting Coordinator](https://feeny.ai/job/recruiting-coordinator-vanta-london-362bd03m1f2w) — London, United Kingdom - [Subject Matter Expert, GTM GRC - Revenue](https://feeny.ai/job/subject-matter-expert-gtm-grc-revenue-vanta-united-states-wz54ctm8p2bm) — United States - [Sr. Technical Sourcer](https://feeny.ai/job/sr-technical-sourcer-vanta-united-states-dx94n47jge76) — United States - [Engineering Manager, App Primitives - CAN](https://feeny.ai/job/engineering-manager-app-primitives-can-vanta-canada-9mmyntcb8y84) — Canada - [Engineering Manager, App Primitives](https://feeny.ai/job/engineering-manager-app-primitives-vanta-united-states-s8y2nv9jk2kg) — United States - [Senior Data Analyst, Strategic Finance](https://feeny.ai/job/senior-data-analyst-strategic-finance-vanta-united-states-tpyrtntv40qr) — United States - [Sales Development Representative - Commercial + Enterprise](https://feeny.ai/job/sales-development-representative-commercial-enterprise-vanta-san-francisco-eh1w8thr4f1a) — San Francisco, CA - [Director, Vanta for Government Partnerships](https://feeny.ai/job/director-vanta-for-government-partnerships-vanta-united-states-46qf5wfxxdt8) — United States