Enterprise Sales Development Representative

The Opportunity:

Data privacy has become one of the most strategic challenges facing modern enterprises — sitting at the intersection of AI governance, data operations, and customer trust. As companies adopt AI at scale, they need new ways to automate privacy and manage risk without slowing innovation. DataGrail has launched the first agentic privacy platform, and we're entering a pivotal phase of growth as we scale toward the next stage of the business.

As an Enterprise Sales Development Representative, you'll help some of the world's leading organizations navigate these challenges. You'll engage with senior stakeholders across security, legal, and privacy teams, uncover business priorities, and create opportunities that help organizations modernize their privacy programs.

This isn't your typical SDR role. At DataGrail, we understand that building trust begins with a strong foundation. Our sales team takes a deeply consultative approach, understanding what keeps a CISO up at night and knowing which aspects of a privacy program are most critical to a General Counsel. You’ll excel in this role if you’re curious, adaptable, analytical, and creative.

Our CEO began his tech career as an SDR and that experience has shaped how we invest in this team. We see SDRs as future sales leaders and provide a clear path to growth into an Account Executive role.

What You'll Do:

Rigorous Researcher. Conduct in-depth research on enterprise organizations to:

• Identify key decision-makers and stakeholders across privacy, security, legal, and executive leadership teams.
• Analyze existing privacy programs to understand gaps and opportunities at scale.
• Develop account strategies that demonstrate how DataGrail can address complex privacy challenges at the enterprise level.

Strategic Outreach. Build a highly personalized, multi-threaded outreach strategy that resonates with our enterprise buyers by:

• Crafting compelling, customized messaging that speaks directly to senior stakeholders across privacy, legal, security, and data leadership.
• Leveraging research insights to position DataGrail as the ideal partner for large, complex organizations.
• Orchestrating outreach across multiple contacts within a single account to build consensus and drive urgency.

Business Needs Discovery. Engage with decision-makers at all levels to:

• Uncover and document complex business needs related to privacy, data governance, and regulatory compliance.
• Collaborate closely with Enterprise Account Executives to map these needs to DataGrail solutions
• Navigate complex organizational structures and long buying cycles typical of enterprise accounts.

Performance Excellence. Consistently meet and exceed quarterly KPIs, demonstrating:

• A results-driven approach to booking qualified meetings with strategic enterprise accounts and driving high-value opportunities forward.
• The ability to balance quality, executive-level outreach with the volume required to build a healthy enterprise pipeline.

Collaborative Mindset. Actively share best practices and collaborate with peers to:

• Enhance team performance and contribute to a culture of continuous learning.
• Help develop and scale effective enterprise prospecting strategies.

What You'll Bring:

• Experience or strong interest in enterprise B2B SaaS, with an understanding of the complexity involved in selling to large organizations.
• Exceptional research skills — you can map an org, identify the right stakeholders, and build a compelling, tailored point of view before ever reaching out.
• Strong written and verbal communication with the executive presence to engage confidently with CISOs, General Counsels, Chief Privacy Officers, and C-suite stakeholders.
• A consultative mindset — you lead with insight and business value, not just product features.
• Comfort operating in a fast-paced, high-growth startup environment where you can act without every detail and thrive amid ambiguity.
• A collaborative, team-first orientation — you win as a team and raise the bar for everyone around you.
  

AI Fluency

• We're building the future of agentic privacy, and we expect our team to be fluent in the tools shaping modern work. As an Enterprise SDR at DataGrail, you'll:
• Leverage AI-powered tools (e.g., Clay, Apollo, ChatGPT, Gong, or similar) to accelerate research, personalize outreach at scale, and uncover account insights.
• Use AI to draft, refine, and test messaging while applying sound judgment to the final output.
• Stay current on how AI is transforming data privacy, governance, risk, and compliance.
• Develop a point of view on how DataGrail's agentic privacy platform helps organizations navigate the evolving AI landscape

We don't expect perfection — we expect curiosity, experimentation, and a hunger to use the best available tools to work smarter and drive better outcomes.

Bonus Points

• Familiarity with enterprise sales methodologies (MEDDPICC, Command of the Message, or similar).
• Experience in or strong interest in privacy, data governance, security, compliance, or other regulated/technical software categories.
• Exposure to a modern GTM tech stack (Salesforce, Gong, Outreach, Clay, ZoomInfo, or similar).
• A track record of exceeding targets through curiosity, creativity, and consistent follow-through.

What Success Looks Like

Within 90 Days, you'll:

• Build foundational knowledge of the data privacy landscape, including key regulations, industry trends and the challenges facing enterprise organizations.
• Develop a strong understanding of DataGrail's platform, competitive positioning, and unique value drivers against legacy enterprise tooling.
• Engage with 10+ enterprise accounts based on initial research, building multi-threaded account maps and tailored outreach strategies.
• Book 5+ meetings with senior stakeholders through personalized, insight-driven outreach.
• Achieve your ramped quota, with meetings progressing into active enterprise sales cycles by month 3.

Within 180 Days, you'll:

• Become a trusted expert on your target accounts, with a deep understanding of their business priorities, key stakeholders, and privacy challenges.
• Consistently engage CISOs, General Counsels, Chief Privacy Officers, and other senior decision-makers in meaningful, value-driven conversations.
• Confidently articulate DataGrail's value proposition and position our platform in enterprise discussions.
• Partner seamlessly with Enterprise Account Executives to advance complex, multi-stakeholder opportunities.

Within 365 Days, you'll:

• Be recognized as an expert in your role, demonstrating a deep understanding of the enterprise data privacy landscape and DataGrail's value to large, complex organizations.
• Consistently exceed quota while generating high-value pipeline and advancing opportunities in partnership with Account Executives.
• Share best practices and help onboard new team members across enterprise research, multi-threaded outreach, and executive discovery.
• Be well positioned to grow into a Mid Market Account Executive role within 12–24 months by demonstrating strong discovery skills and the ability to navigate complex buying processes.