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Endor Labs is building an Application Security platform for the software development revolution. The company helps teams identify, prioritize, and fix critical risks in complex, dependency-rich software by building a call graph of entire software estates. Trusted by companies across industries, Endor Labs secures code whether written by humans or AI, from legacy C++ to cutting-edge monorepos. The company was founded by serial entrepreneurs and is backed by leading VCs including Dell Technology Capital, Lightspeed, and Sierra Ventures.
This is the senior seat on the Sales Development team. You will own a named-account territory and sit in a pod with Account Executives, co-building strategy rather than working a list someone else built. You will run qualification conversations deep enough that AEs walk into first meetings already knowing what matters.
The role has two halves: territory ownership and team enablement. You will own a named-account book or vertical play against the ICP, defining account strategy, sequencing, and prioritization. You will execute signal-driven outbound across multiple channels—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 strong at it.
You will qualify technical buyers (Heads of AppSec, CISOs, VPs of Platform Engineering, Chief Architects), surfacing real initiatives, timelines, and stakeholders. Discovery calls are run with your AE and SE; your job is to ensure they walk in prepared and to learn how it's done. You will convert marketing-sourced leads, field and event follow-up, and partner-driven plays, pushing back with data when targeting or scoring is wrong.
The second half of the job is making the team better. Senior SDRs help onboard new reps, own a section of the enablement library, and have standing input into targeting, lead scoring, and crediting rules. You will maintain rigor in the system—clean CRM hygiene, complete discovery notes, accurate stamping—because compensation and forecasting run off this data.
This role differs from typical SDR positions: you sell something technical buyers respect (security and developer-first solutions), go deeper technically by engaging with real infrastructure and security problems, operate as part of the deal team rather than just top-of-funnel support, and have real impact on revenue beyond activity metrics.
The role is based in Austin, TX, with office attendance required on Mondays, Tuesdays, and Thursdays.
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; ability to read about dependency risk, CI/CD, and AI-generated code, then hold credible conversations with engineers
- Tooling command: Salesforce and Nooks as baseline; enrichment, intent, and conversation-intelligence tooling (Gong, ZoomInfo, Clay, Sales Navigator, or equivalents) as strong plus
- Coachability: ability to take real-time feedback and adjust
NICE TO HAVE:
- Prior named-account or vertical territory ownership
- Experience selling to security or platform engineering buyers
- Event-driven pipeline generation
- Mentoring or enablement experience
- Track record of promotion into an AE seat
