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About the Role
This is a senior seat on the Sales Development team, focusing on owning a named-account territory and collaborating with Account Executives to develop account strategies. A significant part of the role involves mentoring new representatives, contributing to the enablement library, and influencing targeting and lead scoring rules.
Responsibilities
- Own a named-account territory and co-build strategy with Account Executives.
- Run qualification conversations to prepare Account Executives for initial meetings.
- Onboard new representatives and own a section of the enablement library.
- Provide input into targeting, lead scoring, and crediting rules.
- Define account strategy, sequencing, and prioritization for a territory or vertical play.
- Execute multi-channel outbound plays based on signals such as dependency and OSS risk events, hiring changes, AI-code-generation mandates, product usage, and partner overlap.
- Conduct cold calling.
- Open and qualify technical buyers including Heads of AppSec, CISOs, VPs of Platform Engineering, and Chief Architects.
- Surface initiative, timeline, and decision-makers for sales handoffs.
- Collaborate with Account Executives and Sales Engineers on discovery calls.
- Convert marketing-sourced leads, field/event follow-up, and partner-driven plays.
- Maintain clean CRM hygiene, complete discovery notes, and accurate stamping.
- Bring calls to review sessions for open discussion and learning.
Requirements
- Two or more years of quota-carrying SDR or BDR experience in B2B SaaS.
- Experience in developer tools, infrastructure, open source, or security is preferred.
- Fluency in performance metrics such as connect rate, meeting-to-opportunity conversion, no-show rate, and sourced-versus-credited.
- Technical curiosity to understand and discuss topics like dependency risk, CI/CD, and AI-generated code.
- Proficiency with Salesforce and Nooks.
- Coachability and ability to take real-time feedback.
- Prior named-account or vertical territory ownership is a plus.
- Experience selling to security or platform engineering buyers is a plus.
- Experience with event-driven pipeline generation is a plus.
- Mentoring or enablement experience is a plus.
- A track record of promotion into an AE seat is a plus.
Skills
- Sales Development
- Business Development
- B2B SaaS Sales
- Cold Calling
- Outbound Sales
- Technical Qualification
- CRM Management
- Data Analysis
- Mentoring
- Enablement
- Salesforce
- Nooks
- Enrichment Tooling
- Intent Tooling
- Conversation Intelligence Tooling
- Gong
- ZoomInfo
- Clay
- Sales Navigator
Location
- Austin, TX
Work Type
- Hybrid
Experience Level
- Senior
- Two or more years of quota-carrying SDR or BDR experience
About the Company
- Endor Labs is building the Application Security platform for the software development revolution, addressing the complexity and risks in modern software by building a call graph of the entire software estate.
- The platform helps teams identify, prioritize, and fix critical risks faster, securing code regardless of its origin (human or AI) or age.
- Founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, Endor Labs is backed by VC firms including Dell Technology Capital, Lightspeed, and Sierra Ventures.
- The company operates at the intersection of developer productivity and security, a fast-growing space.
- Endor Labs values thinking big, starting small, learning fast, taking ownership, moving with purpose, prioritizing customer success, debating with data, simplifying complexity, challenging each other with kindness and candor, celebrating wins, learning from misses, and having fun.
Equal Opportunity
- Endor Labs is an Equal Opportunity Employer.
- The company celebrates diversity and is committed to creating an inclusive environment for all employees.
- Encourages applications from talented individuals even if they don't fit every requirement, believing in the power of diverse perspectives and experiences.