Posted October 16, 2026. Listings run for 30 days.
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About this role
Vanta is hiring a Sales Development Representative, Enterprise — an entry-level cybersecurity sales role. This is an onsite role based in New York, NY. Compensation is $74k base with $110k on-target earnings.
What you'll do
- ›Learn Vanta’s value proposition and Trust Management Platform, including compliance automation, continuous monitoring, Trust Center, questionnaire automation, vendor risk management and AI governance. Explain them clearly and confidently to enterprise buyers.
- ›Own a named book of enterprise accounts. Build account plans and run multi-threaded outreach by phone, email and LinkedIn, using tools you’ll be trained on: Salesforce, ZoomInfo, Nooks, Outreach, LinkedIn Sales Nav, 6Sense and Gong.
- ›Prospect into senior leaders such as CISOs, CIOs, CTOs, VPs and Directors of Security, Heads of GRC, Compliance Managers, and IT Risk and Internal Audit leaders.
- ›Research accounts to find why-now triggers, such as new frameworks (SOC 2, ISO 27001, HIPAA, FedRAMP, ISO 42001), new security leadership, M&A, funding, audit findings or vendor risk initiatives.
- ›Qualify opportunities against Vanta’s criteria: pain, champion, compelling event and a scheduled next step. Book qualified meetings on your AE’s calendar and log your activity in Salesforce.
- ›Handle objections, including incumbent GRC tools and “we built it in-house,” and keep conversations going after a first “no.”
- ›Help drive attendance at Vanta events, executive dinners and partner programs. Give Marketing feedback on lead quality and messaging.
- ›Join weekly pipeline meetings with your AE pod and report progress on target accounts.
- ›Grow your skills through SDR training, regular call coaching and a defined path to Enterprise AE.
What you'll need
- ›Be enthusiastic about cold calling. Cold calling is at the heart of this role. Being excited to pick up the phone and engage senior executives will set you apart.
- ›Be relentless in your work ethic. Meeting or exceeding the daily minimum of activities takes discipline and self-motivation. You set big goals and push yourself to hit them.
- ›Show grit. You’ve pushed through rejection or a setback and kept going, whether on a team, at work, in school or on a personal goal. Enterprise deals involve many stakeholders and long cycles, so persistence matters.
- ›Be coachable. You ask for feedback, take it well and act on it quickly. We review calls and emails regularly, and the fastest learners grow the fastest.
- ›Be curious and resourceful. You figure things out, ask good questions and pick up new topics quickly, including security and compliance concepts and the business problems they create.
- ›Use AI thoughtfully. You use AI to strengthen your research and outreach, and you apply it responsibly to improve your efficiency and impact.
- ›Communicate with confidence. You’re clear on the phone and in writing, you listen well, and you represent Vanta with empathy, especially with executive audiences.
- ›Be strategic. You’ll manage a book of enterprise accounts, decide who to prioritize, tailor your approach to each persona and work closely with your AE on account strategy.
- ›Work hybrid. You’ll need to be able to commute to the office 3 days per week.
- ›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.
Role details supplied by Vanta. Always read the full job description on Vanta's own application page before applying.
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