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Salary: USD 100,000 - 0 / annual
Chainguard is a venture-backed software supply-chain security company that delivers hardened, secure, production-ready builds of open source software. The company serves Fortune 500 enterprises and global leaders including OpenAI, Snap Inc., Snowflake, and Anduril.
This Commercial Business Development Representative role focuses on driving enterprise account strategy and generating high-quality pipeline through outbound engagement. You will work alongside Account Executives to map target accounts and identify entry points across security, platform, and engineering teams within complex organizations.
Key responsibilities include:
- Developing and executing enterprise account strategy in partnership with AEs
- Conducting thoughtful, technical outbound outreach tailored to developers, DevOps, and security leaders
- Researching modern infrastructure practices (containers, CI/CD, cloud environments) to ensure credible, relevant engagement
- Leading meaningful early-stage conversations that qualify opportunities based on technical context, risk posture, and business priorities
- Building genuine pipeline focused on conversion quality rather than meeting volume
- Collaborating on account plans, messaging, and deal progression as an extension of the sales team
- Leveraging Salesforce, Outreach/Salesloft, and data tools to execute efficiently
- Testing messaging approaches and sharing market insights to refine engagement strategy
- Providing feedback to marketing and product teams on what resonates with technical buyers
The role emphasizes earning attention from engineers and security leaders through personalized, technically credible outreach rather than generic sequences. You will operate as part of the deal team with real impact on revenue, not just activity metrics.
REQUIREMENTS:
- Minimum 6 months of BDR/SDR experience or equivalent transferrable experience
- Proven ability to generate pipeline through outbound (not just inbound qualification)
- Experience engaging multiple stakeholders within technical or complex organizations
- Strong writing skills, especially in crafting personalized, relevant outreach
- Curiosity and motivation to learn how modern software and security work
- Comfort navigating ambiguity and building your own approach
- Experience with Salesforce, Outreach/Salesloft, or similar tools
- Track record of hitting or exceeding pipeline targets
About Chainguard
AI / Data / Infrastructure; Legal / Compliance / Risk — software supply-chain security and trusted container images.
