Sales Director, Endor Labs
First Line, EMEA
Software supply chain security solutions
Be an early applicant
Software supply chain security solutions
101-200 employees
Be an early applicant
101-200 employees
Company mission
To build the foundational company for one of the most defining shifts in modern software development.
Role
Who you are
- This is a leadership role designed for a leader who thrives on both executing quota and developing the next generation of sales talent
- 5+ years in B2B enterprise or commercial technology sales, with 2+ years managing and leading quota-carrying AE teams
- Demonstrated track record of recruiting top sales talent—with specific examples of sourcing, closing, and retaining high performers
- Proven history of developing reps: promotions, expanded territories, and measurable performance improvements on your teams
- Consistent record of meeting or exceeding team quota over multiple years
- Deep expertise in value-based selling frameworks and MEDDIC (or MEDDPICC) qualification
- Experience selling complex, technical products to technical and business buyers simultaneously
- Strong ability to interpret and act on sales data; comfortable working alongside RevOps to use analytics in day-to-day management
- Demonstrated ability to lead effectively in a matrixed organization—influencing without authority across CS, SAs, SDRs, and Marketing
- Thrives in fast-paced, high-growth environments with evolving priorities
- Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here
What the job involves
- We are seeking a high-impact First-Line Sales Leader to build, develop, and lead a team of 5–6 Account Executives
- You will operate in a collaborative, matrixed environment—partnering closely with Customer Success, Solution Architects, Sales Development (SDRs), and Marketing to drive pipeline and close business
- This is a technically complex sale. Our buyers are CISOs, AppSec leaders, and engineering executives. You and your team must be able to translate Endor Labs’ technical capabilities into clear, compelling business value—and you must know how to coach others to do the same
- Lead and develop a team of 5–6 AEs, driving rigorous pipeline, deal strategy, and team operating cadence
- Orchestrate cross-functional partners (CS, SAs, SDRs, Marketing) to execute territory strategy and close deals
- Own recruiting end-to-end—build a continuous pipeline of top talent and hire high-performing AEs
- Develop and retain talent through structured onboarding, coaching, and clear growth plans
- Drive a sales-led pipeline culture where reps own pipeline creation through strategic prospecting
- Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion
- Instill disciplined, value-based selling and MEDDIC across all deals to improve win rates
- Coach reps to translate technical capabilities into clear business outcomes for executive buyers
- Consistently deliver on team revenue targets with accurate forecasting and strong pipeline health
- Identify and address performance gaps early while balancing short-term execution with long-term growth
- Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching
- Partner with RevOps to improve reporting, insights, and territory planning
- Lead effectively in a fast-paced, evolving environment—embracing ambiguity and driving execution
- Contribute to building scalable sales processes, playbooks, and external market presence
- We believe great sales leaders don’t just manage numbers—they build people. At Endor Labs, your ability to attract, develop, and retain elite sales talent is as central to this role as your quarterly attainment. We expect our leaders to:
- Recruit like it’s always a priority—because it is
- Coach with specificity and empathy, not just urgency
- Hold the team to a high standard while creating a culture where people want to perform
- Model the behaviors they expect: intellectual curiosity, integrity, and a bias toward action
- Embrace data and use it to get better—not just to report upward
Salary benchmarks
Our take
Endor Labs is one of the fastest-growing companies in application security, building tools for a world where software moves at breakneck speed. The platform protects both traditional and AI-generated code by combining deep analysis with automation, so teams can identify and fix vulnerabilities before they reach production.
Its impact is clear too. With the company now protecting over 5M applications and runs more than million scans weekly, serving customers like OpenAI, Rubrick, and major financial institutions. As AI-writen code introduces new risks, the platform helps teams stay fast while keeping security intact.
The company recently raised an oversubscribed $93M funding round, supported by DFJ Growth and Salesforce Ventures, to accelerate expansion of its AI-driven AppSec Platform. With this rapid growth and strong customer retention, Endor Labs is ready to position itself as a key security partner in the evolving, AI-powered software landscape.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Apr 2025
$93m
SERIES B
Aug 2023
$70m
SERIES A
Total funding: $188m
Company benefits
- Culture and Engagement: Fostering a vibrant culture and strong engagement is paramount. As a diverse team, we actively unite through global annual company off-sites, company-wide events, hackathons, and departmental team-buildings.
- Health and Wellness: We offer benefits to manage your health, wealth, and well-being. Benefits include competitive medical, dental, and vision plans, life insurance, voluntary life options, and financial tools such as Flexible Spending Account (FSA) and Health Savings Account (HSA). Additionally, we empower your financial future with 401k plans, and support your family's growth with parental leave options.
- Remote Options: We are a globally diverse team and have the flexibility to work from anywhere, while ensuring our employees feel supported and connected. We are happy to provide Home Office Equipment stipend and Cell Phone and Internet Reimbursement.
- Time to Recharge: Endor Labs observes a number of diverse holidays and we offer flexible PTO for you to relax and recharge.
Company HQ
University South, Palo Alto, CA
Leadership
Varun Badhwar
(Co-Founder & CEO)Graduated from the University of Southern California with a BS in Computer Science. Founder and former CEO of RedLock (acquired by Palo Alto Networks). Also co-founded CipherCloud where they served as the VP of Products & Field Operations.
Dimitri Stiliadis
(Co-Founder & CTO)Graduated from the University of California with a PhD in Computer Engineering. Founder and former CTO of Aporeto (acquired by Palo Alto Networks). Also co-founded Nuage Networks where they served as the CTO.
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