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 hig…