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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, Snowflake, and Snap Inc.
This Enterprise Business Development Representative role focuses on driving outbound pipeline generation and account strategy in the West region. You will work alongside enterprise Account Executives to identify and engage security, platform, and engineering leaders at target accounts.
Key responsibilities include:
- Developing enterprise account strategies by mapping target organizations and identifying entry points across multiple stakeholder groups
- Executing thoughtful, highly personalized technical outbound campaigns—no generic sequences—that resonate with developers, DevOps engineers, and security leaders
- Building credibility through understanding modern infrastructure (containers, CI/CD, cloud environments) to make outreach relevant and compelling
- Leading meaningful early-stage conversations that qualify opportunities based on technical context, risk posture, and business priorities
- Creating quality pipeline that converts, not just booking meetings
- Collaborating with AEs on account plans, messaging, and deal progression
- Leveraging Salesforce, Outreach/Salesloft, and data tools to execute efficiently
- Testing messaging approaches and sharing market insights to continuously improve engagement
- Providing feedback to marketing and product teams on what resonates with technical buyers
You should have at least 6 months of BDR/SDR experience with a proven track record of generating pipeline through outbound prospecting. You're comfortable engaging multiple stakeholders in technical and complex organizations, possess strong writing skills for personalized outreach, and are genuinely curious about how modern software and security work. You thrive in ambiguity and can build your own approach.
About Chainguard
AI / Data / Infrastructure; Legal / Compliance / Risk — software supply-chain security and trusted container images.
