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Teleport is the AI Infrastructure Identity Company, solving identity and access challenges for humans, machines, workloads, and AI agents. The company provides cryptographically secured identity solutions that replace fragmented credential-based access with a hardware-rooted identity layer, enabling zero trust across cloud and on-premises environments. Teleport works with enterprises like Nasdaq, DoorDash, and Elastic.
As a Territory Development Representative, you will own engagement with a fixed book of 50 named enterprise and mid-market accounts in the San Francisco Bay Area. This is a field-focused role combining relationship building, pipeline development, and community presence in your metro.
Key responsibilities include:
- Own and quarterback development of your fixed book of named accounts in partnership with Account Executives who carry them
- Build and defend a point of view on each account: buying committee composition, priorities, entry points, and next three touches
- Attend and work meetups, happy hours, conferences, partner events, and Teleport-hosted events in your territory; become a known face in the infrastructure and security community
- Create non-meeting-request engagement reasons: event invitations, gifting, relevant third-party content, community connections, local activations
- Map warm paths into accounts using customer, alumni, and employee networks; drive referral asks to completion and direct AE timing/approach
- Run multi-channel outbound (phone, email, LinkedIn) with real personalization against buying committees
- Partner with Field Marketing on event sponsorships and with Partner team on co-marketing opportunities
- Convert in-person contact into structured next steps: AE meetings, executive conversations, technical deep dives
- Log all touches in Salesforce and Outreach for account progression visibility
- Present monthly account reviews covering activities across the 50 accounts, results, next steps, and support needs
- Use intent, buying-committee, and enrichment tooling including AI-assisted research for account planning
Expect to be in the field regularly—typically a couple of evenings per week, increasing during conference weeks. The role emphasizes earning trust face-to-face rather than volume-based outreach.
REQUIREMENTS:
- Based in San Francisco Bay Area; must be able to be in the field on short notice. This role is not remote-anywhere.
- 3+ years in a role building relationships and pipeline in a defined territory. Relevant experience includes account development against enterprise or mid-market named accounts, field or event marketing, community or developer relations, partner development, or field sales. Must have worked named accounts rather than lists, with real people in real rooms.
- Field-oriented: prefer in-person engagement (happy hours with engineers) over high-volume calling; comfortable walking into unfamiliar rooms and leaving with follow-up conversations.
- Self-directed: given a goal and budget, not a playbook; bring ideas rather than waiting for programs.
- Technically curious: can hold credible conversations with platform, infrastructure, and security engineers about their problems. Need not be an engineer but must be genuinely interested.
- Relationship-first mindset: measure work in trust built, not just touches logged.
- Tool-fluent: fast with modern GTM tooling and AI assistants; prefer building own leverage over filing requests.
- Ambitious: want to become a field seller; view this role as an on-ramp to field sales.
