Endor Labs

Role Description As a Sales Development Representative (SDR) at Endor Labs, you will play a pivotal role in driving our future growth by collaborating with the Marketing and Sales teams to qualify leads and build a robust pipeline of opportunities. You thrive on engaging with prospects, identifying high-value opportunities, and managing early sales funnel activities. You are motivated by the challenge of learning about new products and are excited to contribute to the development of our demand generation and sales process, the articulation of Endor Labs' value proposition, and the creation of key sales tools and assets. If you're proactive, intelligent, persistent, and a great team player, we want to hear from you! You’ll join a talented but humble team that will help you accelerate your career. This opportunity will equip you with the skills needed to excel in this role and the next. During your time on this team, you’ll grow and develop your career with strong support from team members who are committed to investing in your success. We adopt a data-driven, analytical approach to sales development and seek someone confident in both prospecting to customers and helping refine our strategy. How You’ll Drive Growth - Forge New Opportunities: Team up with Account Executives to uncover and research high-value prospects, setting the stage for impactful connections. - Transform Leads into Wins: Take charge of following up on Marketing-generated leads, qualifying them as prime sales opportunities, and seamlessly transitioning them to the right salesperson with expertly arranged meetings. - Execute with Precision: Bring our outbound sales playbook to life, driving strategic outreach and generating new business with enthusiasm. - Engage & Excite: Reach out to potential customers through dynamic cold-calling and handle inquiries sparked by Marketing efforts, making a memorable first impression. - Build Meaningful Connections: Cultivate strong relationships with prospects by asking insightful questions, uncovering their needs, and qualifying their interest for a smooth transition to the sales team. - Reignite Interest: Reconnect with potential customers who showed interest but didn’t convert right away, nurturing these leads until they are ready to engage. - Drive Performance: Work through lead lists with determination, consistently meeting or exceeding SLAs, and maintaining focused activity to support weekly reporting and performance metrics. - Collaborate & Innovate: Partner with Marketing to share valuable feedback and insights, helping refine targeting strategies and messaging to enhance overall campaign effectiveness. Qualifications - Bring a stellar track record of exceptional performance and past successes in similar roles, showcasing your ability to excel. - Utilize your outstanding verbal and written communication skills to connect with impact and drive results. - Thrive in a fast-paced, high-growth environment with your proactive approach and ability to tackle challenges head-on. - Channel your strong motivation and determination to consistently push boundaries and achieve top performance. - Excel in a remote-first setting by working seamlessly with diverse teams across functions, driving collaboration and innovation. Preferred Skills - Professional experience in sales or business development, preferably within the cybersecurity or SaaS industry. - Experience with sales tools such as Salesforce, Outreach, or similar platforms. Benefits - We’re building at the intersection of developer productivity and security — one of the fastest-growing spaces in software. - Our dev-loved platform has real ROI, strong momentum, and customers who care about doing things right. - At Endor Labs, we think big, start small, and learn fast. - We take ownership, move with purpose, and always start with the customer’s success. - We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win. Company Description Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. Endor Labs is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. 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.

• Recruit and manage the relationships with Cyber Security solution providers and Value Added Resellers to align to AppSec and DevSecOps offerings. • Hunt for new business opportunities within partner community client base • Engage Endor Labs sales teams to align pipeline and revenue growth with Partner Ecosystem • Develop GTM relationships with strategic partners to build a preference for Endor Labs • Build and execute detailed GTM plan, including account targets, enablement and marketing • Design and deliver regular communications to keep Endor Labs top-of-mind and provide updates on joint successes, product enhancement, and sales programs • Conduct recurring business reviews with key stakeholders from strategic partners and Endor Labs

• Connect our innovative team with diverse customers • Elevate awareness about Application Security and Software Supply Chain Security • Deep dive into our supply chain security product suite • Showcase our solutions to meet customer needs • Collaborate with engineering and product teams to design solutions • Guide customers through onboarding and ensure smooth adoption

• Conduct deep-dive assessments of workflows across functions to identify automation and AI augmentation opportunities. • Build and maintain an AI opportunity roadmap, prioritizing use cases by ROI, feasibility, and strategic value, in close partnership with department heads and the CEO. • Stay at the frontier of AI tooling and agent frameworks, continuously evaluating new models, platforms, and techniques to keep Endor Labs ahead of the curve. • Design, build, and deploy AI agent-based workflows and automations that solve real business problems – including multi-step agentic workflows, RAG-based knowledge systems, automated content pipelines, intelligent CRM enrichment, and more. • Own the full lifecycle from rapid prototyping to production-grade deployment, including monitoring, error handling, and iteration based on user feedback. • Integrate AI solutions with existing tools and systems (Salesforce, HubSpot, Slack, Google Workspace, internal databases) to create seamless, end-to-end workflows. • Design and execute a comprehensive change management strategy to drive AI adoption across the organization, from executive alignment to individual contributor enablement. • Develop and deliver training programs, workshops, and hands-on enablement sessions tailored to each department’s specific AI use cases and skill levels. • Identify and cultivate AI champions within each team to accelerate grassroots adoption and create a culture of AI-first thinking. • Track adoption metrics, gather feedback, and iterate on both the tools and the training to ensure sustained, meaningful usage.

• Design and deliver creative, standout event experiences • Own the full event lifecycle across the U.S. and international • Build and nurture developer community programs • Collaborate across departments to craft event narratives • Develop and manage event budgets • Partner with the demand generation team on event promotion • Manage production of event materials • Track and report on event performance • Coordinate team logistics for external events

• 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.

• Represent the customer: Champion the needs and pain points of our customers through interviews, market research, competitive intelligence, and by engaging with sales teams. • Own the story: Create positioning and messaging frameworks for our products, personas, and features by working closely with product and sales to understand needs and pain points. Develop messaging tailored for the needs of demand generation, SDR, sales, and channel partners. • Enable the team: Ensure everyone at the company understands your product and our customers in a way that is relevant to their jobs. Produce sales collateral including playbooks, sales plays, pitch decks, etc. • Launch the product: Build and drive the strategy for launches by building plans and partnering with product management, demand generation, sales, and customer success. • Educate the market: Work with Demand Generation on a content strategy to support your product goals, and produce collateral (blogs, whitepapers, webpages, demos, videos, etc). • Bring your unique perspective: Develop and implement best practices and frameworks that improve outcomes for the company and the impact of product marketing.

• As a Customer Success Engineer at Endor Labs, you are not only the technical champion for our customers but also a seasoned software engineer adept at navigating the complexities of programming ecosystems and DevOps. In this role, you will: • Design and implement efficient code scanning and dependency scanning mechanisms using Maven and Gradle. • Serve as the primary technical point of contact for our customers, offering expert guidance with a blend of empathy and deep technical knowledge through both pre-sales and post-sales stages, especially when addressing intricate technical challenges • Customize our security solutions to fit into sophisticated customer environments. Occasionally, develop bespoke solutions to meet unique needs, leveraging your strong background in software engineering. • Act promptly when technical issues emerge, applying your advanced troubleshooting skills and understanding of programming and DevOps practices to ensure our customers are successful. • Forge lasting relationships with a broad spectrum of clients, from agile startups to global enterprises. • Collaborate closely with our engineering teams, translating customer feedback and troubleshooting insights into tangible product improvements. • Champion the adoption of robust security practices, empowering developers to write secure code efficiently through your support and guidance. • Lead and manage technical integration projects, making strategic decisions and providing technical guidance both internally and externally.