Sales Development Manager, Chainguard
EMEA
+ Equity/stock options
Software supply chain security company
Open for applications
Software supply chain security company
201-500 employees
Open for applications
+ Equity/stock options
201-500 employees
Company mission
To make the software supply chain secure by default.
Role
Who you are
- 2+ years leading a team of BDRs (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)
- Experience with funnel management across multiple channels and focuses (inbound, outbound, upsell, new business)
- Hands on enablement experience in onboarding, ramping, and developing your team
- Experience with sales and marketing tools, including CRM platforms (e.g., Salesforce, HubSpot), lead generation software, and productivity tools
- Strong analytical skills and ability to make data driven decisions
- Proven ability to effectively recruit, hire, and train new people
- Proven ability to thrive in a fast-paced, unpredictable environment
- Aptitude for identifying challenges and developing creative solutions to enhance team efficiency and effectiveness
- Experience prospecting or selling into Enterprise accounts
- Understanding of B2B software, Open Source software, and the developer product space is preferred
- Experience growing within a small start-up is preferred
What the job involves
- As the Manager of Sales Development, you will lead and mentor a team of BDRs responsible for both inbound lead qualification as well as outbound opportunity generation
- Your role involves hiring and onboarding new BDRs, developing and implementing strategies to optimize the BDR team's performance, setting and tracking key performance indicators (KPIs), and ensuring alignment with the company’s overall sales goals
- You will provide hands-on coaching and development, drive repeatable progress toward pipeline targets, and foster a collaborative environment to enhance productivity and motivation
- In addition, you will work closely with the Director of Sales Development and Sales leaders to refine lead generation tactics, manage pipeline generation, and improve top of funnel conversion rates
- Your leadership will be crucial in achieving pipeline targets and driving the overall success of the Sales Development function at Chainguard
- Continue to build out our growing BDR function, working with recruiting to identify top talent to hire and onboard
- Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation
- Provide ongoing feedback and coaching in recurring weekly 1:1s to ensure BDR team members develop skills and performance over time
- Work closely with the Demand Generation team to provide feedback on MQLs and campaigns
- Work closely with the Sales team to improve outbounding strategies and qualification processes while also tackling other areas of improvement
- Work in collaboration with Marketing/Sales/Product to develop effective messaging to outbound into target accounts and convert inbound interest into qualified pipeline
- Work closely with Sales leadership to ensure alignment on your team's strategy and execution on account coverage, target personas, opportunity quality and BDR to AE hand-off
- Accurately forecast weekly, monthly, and quarterly attainment
- Closely monitor team performance metrics and KPIs with the goal to increase BDR productivity
Our take
Developers rely on open source code and apps in their day to day work, but when the provenance of the code is unknown this creates potential weaknesses that cybercriminals can exploit. Chainguard exists to build security into the coding supply chain by making it possible for companies to enforce security policies based on auditable signatures baked into the code, and by providing a security-first set of container images with no known vulnerabilities for cloud app developers.
In the wake of huge cyber attacks like the Log4j vulnerability and Solarwinds breach, software supply chain security has been an area of major focus for startups hoping to solve problems in this sector. However, most of these focus on scanning and detection of threats. Chainguard's approach comes from the other end of the process, focusing on building security into the software itself. It was built by former Google engineers aware of software developers existing workloads, so is designed to be easily installed and integrated into existing automation systems like Terraform.
Chainguard completed a Series C funding round led by Lightspeed Ventures in 2024, minting it as a new Unicorn on the cybersecurity scene. It is using this funding to expand its go-to-market internationally and expand its Chainguard Images product.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
55% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2024
$140m
SERIES C
Nov 2023
$61m
SERIES B
Total funding: $256m
Company benefits
- Equity/stock options
- Unlimited PTO
- Remote work with flexible coworking and team meetup opportunities
- Home office and internet stipend
- 100% health/dental/vision insurance coverage for you and your family
Company HQ
Everest, Kirkland, WA
Leadership
Dan Lorenc
(CEO & Co-Founder)Before co-founding Chainguard was a Software Engineer at Google, Disqus and Microsoft.
Kim Lewandowski
(Head of Product & Co-Founder)Prior to co-founding Chainguard was a Product Manager with Google. Before that was the Head of Product & Engineering at Brit + Co and the founder of Spotwag.
Matthew Moore
(CTO & Co-Founder)Was a Software Engineer at VMware, Google and Microsoft.
Ville Aikas
(Co-founder)Was a Senior Staff Engineer at VMware and a Software Engineer for Google and the University of Washingtom. Was previously Owner at VA Systems.
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