Senior Sales Development Representative

Endor Labs • Austin, TX

12d • Hybrid

About The Position

Endor Labs is seeking a Senior Sales Development Representative to join their Sales Development team. This role involves owning a named-account territory, collaborating with Account Executives to develop account strategies, and conducting deep qualification conversations. A significant part of the role includes contributing to team improvement by onboarding new representatives, managing a section of the enablement library, and providing input on targeting, lead scoring, and crediting rules. The ideal candidate will be data-driven, technically curious, and coachable, with a proven track record in B2B SaaS sales development.

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 understanding and discussing key sales metrics (connect rate, meeting-to-opportunity conversion, no-show rate, sourced-versus-credited).
• Technical curiosity and the ability to hold credible conversations with engineers about topics like dependency risk, CI/CD, and AI-generated code.
• Proficiency with Salesforce and Nooks.
• Ability to take real-time feedback and adjust without caving or arguing (coachability).

Nice To Haves

• Prior named-account or vertical territory ownership.
• Experience selling to security or platform engineering buyers.
• Event-driven pipeline generation experience.
• Mentoring or enablement experience.
• A track record of promotion into an AE seat.
• Experience with enrichment, intent, and conversation-intelligence tooling (Gong, ZoomInfo, Clay, Sales Navigator, or equivalents).

Responsibilities

• Own a named-account territory and co-build strategy with Account Executives.
• Run qualification conversations to ensure Account Executives are well-prepared for initial meetings.
• Onboard new representatives and contribute to team enablement.
• Own a section of the enablement library.
• Provide input into targeting, lead scoring, and crediting rules.
• Develop and execute multi-channel outbound plays based on real signals (e.g., dependency and OSS risk events, hiring changes, AI-code-generation mandates).
• Conduct deep qualification of technical buyers (Heads of AppSec, CISOs, VPs of Platform Engineering, Chief Architects).
• Collaborate with Account Executives and Sales Engineers on discovery calls.
• Convert marketing-sourced leads, field and event follow-up, and partner-driven plays.
• Maintain clean CRM hygiene, complete discovery notes, and accurate stamping.
• Defend account strategy, sequencing, and prioritization in pipeline reviews.

Benefits

• Opportunity to work at the intersection of developer productivity and security.
• Dev-loved platform with real ROI and strong momentum.
• Customers who care about doing things right.
• A culture that values thinking big, starting small, learning fast, ownership, purpose, customer success, data-driven debate, simplicity, kindness, candor, celebrating wins, learning from misses, and having fun.
• Equal Opportunity Employer committed to diversity and inclusion.

What This Job Offers

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