Sales Development Representative

Who We Are Nava is on a mission to #fixhealthcare. Nearly 160M Americans rely on their employers for healthcare — yet the system is broken, bloated, and dominated by incumbents who resist change. Nava fuses deep benefits expertise with cutting-edge technology to deliver a modern, transparent, and affordable healthcare experience. Founded by seasoned entrepreneurs and backed by leading investors, Nava is one of the fastest-growing benefits brokerages in the country. We’re the first to combine brokerage know-how with proprietary tech like HQ: our AI-powered benefits platform, designed to help HR teams take control of renewals, simplify strategy, eliminate spreadsheet chaos, and empower employees to navigate their benefits with ease. In a $50B industry hungry for change, Nava is built to win — lowering costs for employers, delighting employees, and reshaping how healthcare works for millions of Americans. ABOUT THE ROLE 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.     WHAT YOU'LL DO Prospecting & Pipeline Building - 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. 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 Partnering 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     WHAT YOU'LL BRING 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) Nice-to-Haves - 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     WHAT YOU'LL GET - A defined ICP, proven messaging, and a modern prospecting stack. You will be executing and sharpening what already works, not building from zero - Hands-on coaching and structured onboarding from a manager who has personally carried an SDR quota - A clear, transparent path to promotion - Be on the front lines of a company reshaping a $50B industry COMPENSATION This role is eligible to participate in Nava's incentive compensation plan, with total on-target earnings (OTE) of $65,000. The base wage for this role is $24.04/hour ($50,000 annualized). To keep compensation fair and consistent across the team, this is a fixed SDR1-level package and is not open to negotiation. Working at Nava As a remote-first company, Nava is committed to building a dynamic and inclusive culture where you have the autonomy to thrive. You’ll be supported by cutting-edge technology, a collaborative team, and a shared mission to revolutionize healthcare. Please note: The benefits below apply to full-time (W2) employees and are not included for contractor roles. 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) Candidates from all backgrounds are encouraged to apply. We believe that solving America's healthcare problem requires leveraging America's greatest strength: our diversity. Healthcare affects everyone – and a team that includes people from all backgrounds and walks of life will be more effective at driving change than a homogeneous one. We are excited to build that kind of team at Nava.