Sales Development Representative, Specialty Sales

As a Sales Development Representative (SDR) at Vanta, you will play a foundational role in building outbound pipeline for our fast-growing new products: Vendor Risk Management (VRM), Customer Trust Management (CTM), and Vanta for Government (V4G). This role is perfect for a scrappy, driven SDR who thrives in a 0-to-1 motion, where playbooks are still being developed, and creativity is key to breaking into new markets.

About the Team

Vanta’s Go-To-Market team is expanding its focus beyond our core product to drive growth in new product lines and government compliance solutions. Our team’s mission is to build scalable outbound motions that create new revenue streams and help businesses simplify security and compliance across industries.

How This Role Contributes

As an SDR on this team, you will be responsible for identifying and engaging high-potential accounts, running strategic outbound prospecting efforts, and partnering with AEs to generate pipeline. You’ll be at the forefront of our expansion efforts, helping shape how we sell these products and refining outbound strategies to drive measurable impact.

This role is hybrid in our SF office 3 days per week (Mondays, Tuesdays, and Thursdays). Please only apply if you are willing to commute into the office or relocate.

What you’ll do as a Specialty Sales SDR at Vanta:

• Develop and execute outbound strategies to generate pipeline for Vendor Risk Management (VRM), Customer Trust Management (CTM), or Vanta for Government.
• Identify, research, and engage target accounts through multi-channel outreach (email, LinkedIn, phone).
• Test and iterate on messaging to optimize response rates and drive qualified meetings.
• Partner closely with AEs and Marketing to refine targeting, share prospect insights, and enhance outbound sequences.
• Leverage CRM and sales tools (Salesforce, Outreach, LinkedIn Sales Navigator) to track outreach effectiveness and improve engagement.
• Provide feedback on market trends and objections, helping shape Vanta’s go-to-market strategy for these new product lines.

How to be successful in this role:

• 10 - 24 months of experience in an outbound SDR, BDR, or sales role, preferably in SaaS, security, compliance, or government sales.
• Proven ability to generate pipeline through outbound prospecting, with a track record of booking meetings and exceeding activity goals.
• Strong research and personalization skills, with the ability to craft compelling outreach to different buyer personas.
• Adaptability and problem-solving mindset, with comfort working in a 0-to-1 motion where processes are still being defined.
• Experience using sales tools like Salesforce, Outreach, and LinkedIn Sales Navigator.
• Excellent communication skills, both written and verbal, with the ability to articulate complex solutions simply and persuasively.

What you can expect as a Vantan:

• Industry-competitive compensation
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks fully-paid parental Leave for all new parents
• Health & wellness and remote workplace stipends
• Family planning benefits through Carrot Fertility
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 11 paid holidays in the US
• Offices in SF, NYC, London, Dublin, 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.