Senior Sales Development Representative

Endor Labs • Austin, TX

12d • Hybrid

About The Position

Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. This is the senior seat on our Sales Development team, and it is a different job from the one you may have had at your last company. You will own a named-account territory and will sit in a pod with the Account Executives who cover your accounts and co-build the strategy for them rather than working a list someone else built. You will run qualification conversations deep enough that the AE walks into a first meeting already knowing what matters. The other half of the job is making the team better. Senior SDRs at Endor help onboard new reps, own a section of the enablement library, and have standing input into our targeting, lead scoring, and crediting rules. If you have been the person your last team quietly relied on to fix the sequences, calibrate the ICP, or coach the new hire through their first week, this role makes that part of the job official and pays you for it.

Requirements

• Two or more years of quota-carrying SDR or BDR experience in B2B SaaS — developer tools, infrastructure, open source, or security preferred.
• Fluency in your own numbers. Connect rate, meeting-to-opportunity conversion, no-show rate, sourced-versus-credited.
• Technical curiosity that shows. You do not need an AppSec background and we do not screen for one. You do need to be the kind of person who will go read about dependency risk, CI/CD, and how AI-generated code changes the problem — and then hold a credible conversation with an engineer about it.
• Salesforce and Nooks as a baseline; enrichment, intent, and conversation-intelligence tooling (Gong, ZoomInfo, Clay, Sales Navigator, or equivalents) as a strong plus.
• Coachability. You take real-time feedback and adjust, without caving and without arguing.

Nice To Haves

• Prior named-account or vertical territory ownership
• Experience selling to security or platform engineering buyers
• Event-driven pipeline generation
• Mentoring or enablement experience
• A track record of promotion into an AE seat

Responsibilities

• Own a named-account book or a vertical play against our ICP, where you help define the account strategy, the sequencing, and the prioritization — and defend it in pipeline reviews.
• Multi-channel plays built off real signals: dependency and OSS risk events, hiring and tooling changes, AI-code-generation mandates, product usage, partner overlap, and event attendance. Cold calling is part of this, and you should be good at it.
• Open and qualify Heads of AppSec, CISOs, VPs of Platform Engineering, and Chief Architects — surfacing the real initiative, the timeline, and who else has to say yes — then hand the AE a meeting and a set of discovery notes they can actually use.
• Discovery calls are run with your AE and SE; your job is to make sure they walk in prepared, and to be in the room learning how it's done.
• Convert Marketing-sourced leads, field and event follow-up, and partner-driven plays — and you are expected to push back with data when the targeting or the scoring is wrong.
• Own a section of the enablement library, and bring your best and worst calls to review.
• Maintain clean CRM hygiene, complete discovery notes, and accurate stamping.

Benefits

• We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win.
• We believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed