Sales Development Representative

About the role

This is a phone-first role where you'll be the first conversation many prospects have with Nava. Your primary responsibility is to introduce a category-defining approach to benefits to HR leaders who've never heard of us, and turn cold outreach into qualified pipeline for our Sales team.

Responsibilities

• Build and manage a pipeline of target accounts using Nava's signal-based prospecting approach, prioritizing renewal timing, funding events, hiring activity, and HR leadership changes over static list-drops.
• Research accounts and decision-makers before every touch so outreach lands as informed and relevant, never generic.
• Work a modern stack (Salesforce, Clay, Nooks, Gong Engage) to prioritize accounts and multi-thread outreach across call, email, and social.
• Cold calling & qualification: make outbound calls daily as the core of your day. Run structured discovery on every connect: uncover pain points around renewals, claims, compliance, and HR bandwidth, and translate them into a qualified, well-briefed meeting for our Sales team.
• Handle objections using the openers, talk tracks, and frameworks you'll build in onboarding and keep sharpening in weekly live coaching.
• Partner across the business: hand off qualified meetings to Sales Executives and Partners with the context they need to run a strong first call. Work with Marketing on inbound routing and campaign-driven offers (like our renewal readiness reports), and give direct feedback on what messaging is and isn't landing. Loop in Solutions Consulting when a prospect's needs are benefits-heavy, so the right expertise is in the room from the start.
• Craft & career growth: take part in weekly call reviews, role-plays, and Nava's SDR "Raise the Bar" training series to sharpen openers, objection handling, and discovery skills. Own your numbers: connect rate, conversation rate, meeting rate, and use that data, with your manager's coaching, to keep improving. Progress along Nava's defined SDR career ladder (SDR I → SDR II → Senior SDR → Sales Executive), with clear expectations and comp growth at each step.

Requirements

• Must-have: 1–2 years of sales, customer-facing, or high-volume outbound experience. Genuine comfort picking up the phone and making a high volume of calls every day. This is not an email-only or social-first role. Sharp verbal communication and the ability to think on your feet through objections. Resilience and self-motivation. You're energized by a job with a lot of "no"s on the way to a "yes". Curiosity about the benefits/health insurance industry, or a willingness to learn it fast (we'll teach you the rest).
• Nice-to-have: Prior experience in a brokerage, benefits, or insurance environment. Experience at a fast-growing startup where process is still being built. A track record of hitting or exceeding activity or pipeline targets in a prior role.

Qualifications

We understand your experience is more than a list of requirements, so we encourage you to apply even if you don't check every box. Must-Haves: 1–2 years of sales, customer-facing, or high-volume outbound experience. Genuine comfort picking up the phone and making a high volume of calls every day. This is not an email-only or social-first role. Sharp verbal communication and the ability to think on your feet through objections. Resilience and self-motivation. You're energized by a job with a lot of "no"s on the way to a "yes". Curiosity about the benefits/health insurance industry, or a willingness to learn it fast (we'll teach you the rest). Comfort with a modern sales tech stack (Salesforce, Nooks, Gong, Linkedin SalesNavigator, AI tools).

Skills

Must-have: Genuine comfort picking up the phone and making a high volume of calls every day. Sharp verbal communication and the ability to think on your feet through objections. Resilience and self-motivation. You're energized by a job with a lot of "no"s on the way to a "yes". Curiosity about the benefits/health insurance industry, or a willingness to learn it fast (we'll teach you the rest). Comfort with a modern sales tech stack (Salesforce, Nooks, Gong, Linkedin SalesNavigator, AI tools).

Benefits

Health & Wellness: Medical insurance, including a $0 premium HDHP plan for individuals, Dental, Vision, Telehealth and Virtual Primary Care Visits, OneMedical membership, Wellhub, and a $50 monthly benefit to improve your mental or physical health.

Financial Support: Stock options, 401(k) with a $2,000 match, FSA, HSA, and access to Origin Financial.

Work-Life: Flexible PTO, 12 weeks of paid parental leave with 2 weeks of transition time, $50 monthly connectivity reimbursement, and company-paid short-term disability, long-term disability, and life insurance, with additional voluntary benefits like supplemental life, AD&D, hospital indemnity, accident, and critical illness coverage.

Professional Support: $1,000 home office setup stipend and access to an Employee Assistance Program (EAP)