Sales Development Representative - EMEA

About Drata

Drata is dedicated to helping organizations build and maintain trust with their users, customers, and partners by providing a reliable proof layer. The company embodies core values such as consistency, integrity, customer obsession, competitiveness, diversity, and prioritizing automation to enhance efficiency.

Culture and Work Philosophy

Drata fosters a mindset of ownership, speed, and mission-driven effort. Employees are encouraged to own their work and improve continuously, make rapid and precise decisions, remain customer-focused, and embrace collaboration within a fast-growing, high-energy environment. The team comprises over 600 members globally, united by a culture that prizes trust and constant growth.

Role Overview

We seek highly motivated Sales Development Representatives (SDRs) to join our dynamic team in London. As a critical player in a rapidly scaling B2B SaaS startup, you will lead outbound prospecting campaigns, utilizing emails, calls, and social media to identify and engage potential clients who can benefit from Drata’s offerings. This role serves as the initial point of contact to qualify leads and arrange meetings for the Account Executives. The position requires hybrid work with two days a week onsite, and candidates must live within the London metro area.

Key Responsibilities

• Conduct research on potential accounts and key stakeholders to generate interest through cold calls and emails.
• Manage a detailed sales pipeline with consistent outbound activities including cold calls, emails, and social selling.
• Identify new lead sources by leveraging online research and social media platforms like LinkedIn Navigator and Twitter.
• Respond promptly to inbound customer inquiries and develop those accounts into sales opportunities.
• Employ active listening to uncover customer challenges and clearly communicate how Drata’s solutions address these issues.
• Meet or exceed weekly and monthly targets for meetings, opportunities, and new contacts.
• Track all customer interactions and relevant information accurately in Salesforce CRM.
• Engage in high-level discussions with C-suite executives at prospective client organizations.
• Adapt quickly to changes, maintaining excellent organization, an optimistic attitude, and coachability.

Candidate Profile

• Minimum of 6 months experience in sales development or inside sales roles; experience in SaaS sales is advantageous.
• Strong intellectual curiosity with the ability to learn new technologies, personas, and products swiftly.
• Highly self-motivated, proactive, and results-driven, with resilience in overcoming challenges.
• Excellent organizational skills with the ability to handle multiple priorities and create structure for success.
• Outstanding communication skills with the ability to connect well with people and consider the impact of communication styles.
• Passion for making a positive impact and urgency to contribute meaningfully.
• Confident in capabilities but open to feedback and continuous improvement.

Benefits and Support

• Equity participation to share in company success and growth.
• Health coverage with employer-paid premiums for employees and dependents.
• Employer and employee contributions to a pension plan supporting financial security.
• Paid parental leave after six months and access to fertility and family-building benefits.
• Annual stipends for professional and personal development plus internal learning resources.
• Flexible vacation policy, paid holidays, and other perks to support work-life balance.

Compensation

This role offers a competitive base salary plus variable pay and stock options (Restricted Stock Units). The On-Target Earnings (OTE) range is approximately £56,000 to £59,500, subject to change based on experience and background.