Sales Development Representative, Nava

• 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
• 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)

Desirable

• Sales Development is where Nava's growth engine starts. As an SDR, you'll be the first conversation many prospects have with Nava and play a critical role introducing a category-defining approach to benefits to HR leaders who've never heard of us, and turning cold outreach into qualified pipeline for our Sales team
• This is a phone-first role. Our best SDRs treat the cold call as the fastest way to earn a real conversation, and they bring genuine curiosity, creativity, and grit to a job that's, by design, one of the hardest at any startup.
• Breaking into a market with limited brand recognition takes real hustle. In exchange, you get a defined ICP, a modern prospecting stack, hands-on coaching from day one, and a clear, structured path to grow beyond this seat.
• You'll report directly to Nava's Senior Manager, Sales Development, who leads the SDR team's day-to-day coaching, development, and growth
• 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
• Make outbound calls daily as the core of your day. Nava's SDR team is phone-first
• 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
• 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
• 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