Sales Development Representative

Nava Benefits is on a mission to fix healthcare by delivering a modern and affordable healthcare experience. The Sales Development Representative will be responsible for initiating conversations with prospects, building a pipeline, and qualifying leads for the 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
• 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

Requirements:

• 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)
• 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