Senior Sales Development Representative, Endor Labs

• 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. If you have never been asked for these, this is not the right fit — we are a data-driven team and we debate with data
• Technical curiosity that shows. You do not need an AppSec background and we do not screen for one. You do need to be the kind of person who will go read about dependency risk, CI/CD, and how AI-generated code changes the problem — and then hold a credible conversation with an engineer about it
• Tooling command. Salesforce and Nooks as a baseline; enrichment, intent, and conversation-intelligence tooling (Gong, ZoomInfo, Clay, Sales Navigator, or equivalents) as a strong plus
• Coachability. You take real-time feedback and adjust, without caving and without arguing. This is the trait that most separates the people who thrive here
• 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

Desirable

• This is the senior seat on our Sales Development team, and it is a different job from the one you may have had at your last company
• You will own a named-account territory and will sit in a pod with the Account Executives who cover your accounts and co-build the strategy for them rather than working a list someone else built
• You will run qualification conversations deep enough that the AE walks into a first meeting already knowing what matters
• The other half of the job is making the team better
• Senior SDRs at Endor help onboard new reps, own a section of the enablement library, and have standing input into our targeting, lead scoring, and crediting rules
• If you have been the person your last team quietly relied on to fix the sequences, calibrate the ICP, or coach the new hire through their first week, this role makes that part of the job official and pays you for it
• A territory, end to end. A named-account book or a vertical play against our ICP, where you help define the account strategy, the sequencing, and the prioritization — and defend it in pipeline reviews
• Signal-driven outbound, across every channel. Multi-channel plays built off real signals: 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 good at it
• Deep qualification of technical buyers. You open and qualify Heads of AppSec, CISOs, VPs of Platform Engineering, and Chief Architects — surfacing the real initiative, the timeline, and who else has to say yes — then hand the AE a meeting and a set of discovery notes they can actually use. Discovery calls are run with your AE and SE; your job is to make sure they walk in prepared, and to be in the room learning how it's done
• Allbound partnership. Marketing-sourced leads, field and event follow-up, and partner-driven plays are yours to convert — and you are expected to push back with data when the targeting or the scoring is wrong
• Making the team better. Own a section of the enablement library, and bring your best and worst calls to review. We do this in the open
• Rigor in the system. Clean CRM hygiene, complete discovery notes, accurate stamping. Our comp plan and our forecast both run off this data, so it matters
• How This Role Differs from the Typical SDR Role
• Sell something technical buyers respect — security & developer-first
• Go deeper technically — engage with real infrastructure and security problems
• Operate as part of the deal team — not just top-of-funnel support
• Have real impact on revenue — not just activity metrics