• Own monthly revenue targets across DTC and FMCG categories • Build and activate a strong network of brand and agency relationships • Drive annual partnership planning with key enterprise accounts • Sell integrated media solutions including custom content and branded IPs • Maintain and strengthen relationships with leading media agencies • Manage forecasting, pipeline reporting, renewals, and account growth

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.

• Take end-to-end ownership of Salesforce platform architecture, configuration, and ongoing optimisation • Design and deliver solutions across multiple clouds including Data Cloud, Marketing Cloud, Agentforce, Service Cloud, and/or Voice • Lead large-scale CRM implementations, ensuring delivery is on time, on scope, and built to scale • Act as the primary Salesforce point of contact for internal stakeholders and cross-functional teams • Drive automation, workflow design, and integration architecture across business units • Ensure data integrity, platform security, and compliance with internal IT and MDM policies • Champion Salesforce best practices and maintain up-to-date documentation and change management records • Proactively identify platform gaps and propose solutions before issues escalate

• Responsible for successfully meeting or exceeding bookings quotas, and territory strategies in line with Arkoslight’s Vision, Mission, and Values, and business programs • Recruit and onboard sales rep agencies where needed both in key territories and new growth markets, leveraging industry relationships • Support the North American Sales Director with annual budget planning and strategic recommendations • Create a comprehensive territory business plan to drive account revenue and repeat customers, as well as pursue new growth opportunities • Plan accurate bookings forecasts based on real-time market data, insights, and analysis • Lead territory sales campaigns with the marketing team in planning and executing events to build brand awareness among specifiers • Grow bookings in each territory with presentations, product training, and events • Establish, maintain and leverage relationships through sustained and strategic interactions. • Maintain a robust brand presence for Arkoslight within design communities and serve as a key industry contact. • Join professional organizations and participate in key industry events. • Maintain 100% data accuracy in Netsuite CRM • Become an Arkoslight product expert • Work collaboratively and efficiently with the Customer Success and Inside Sales teams to achieve a high level of customer satisfaction