SDR - Sales Development (Remote)

Nearly 160M Americans rely on their employers for healthcare — yet the system is broken, bloated, and dominated by incumbents who resist change. 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.

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. 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.

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

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

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

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. 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)

A track record of hitting or exceeding activity or pipeline targets in a prior role

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

This role is eligible to participate in Nava's incentive compensation plan, with total on-target earnings (OTE) of $65,000. 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.

The benefits below apply to full-time (W2) employees and are not included for contractor roles.

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)

We believe that solving America's healthcare problem requires leveraging America's greatest strength: our diversity.