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Senior Sales Development Representative
Sales & Business Development
Austin, TX, USA
Posted on Sep 24, 2026
To be eligible for this role, you must be based in Austin, TX and will be expected to go into the office on Mondays, Tuesdays & Thursdays.
About Us
AI coding is the largest use case of enterprise AI adoption today, as is evident from the success of Anthropic on Claude Code, Cursor’s $60B exit to SpaceX, and Cognition’s $48B valuation.
The bottleneck now has moved from code generation to security and safety - AI agents write code faster than any team can review it, and over 65% of the lines of code produced by them are insecure. Vulnerabilities are piling up 16x faster than companies can fix them, and adversaries are able to exploit these new vulnerabilities within hours.
AURI by Endor Labs closes that gap. It runs inside the harness where coding agents work, through hooks, skills and MCP, so the controls sit outside the model and every agent action is visible. Underneath is our patented code context graph, which maps code, open source, containers and infrastructure. It shows which vulnerabilities can actually be reached and exploited, then delivers fixes that won’t break the application. Security teams get evidence instead of noise, and developers get fixes instead of tickets.
The companies building AI trust us to secure it - our customers include OpenAI, SpaceX, DoorDash, Dropbox, Atlassian, MongoDB, Snowflake, Robinhood and Peloton to name a few.
Endor Labs is the third company from Founder & CEO Varun Badhwar, who built Prisma Cloud, the platform that helped define cloud security, from $0 to $300M ARR at Palo Alto Networks. We’ve raised $163M from Lightspeed, Coatue, DFJ Growth, Salesforce Ventures and Dell Technologies Capital.
Software runs everything around our lives today - banking, hospitals, airports and power grids. AI now writes more of it every day, and our mission is to make sure the world can trust that software. Come build that future with us.
About the Role
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.
How You'll Make an Impact
- 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.
What You Bring to the Table
- 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.
Nice to have: prior named-account or vertical territory ownership, experience selling to security or platform engineering buyers, event-driven pipeline generation, mentoring or enablement experience, or a track record of promotion into an AE seat.
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
Why Endor Labs
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 debate with data, make the complex simple, and challenge each other with kindness and candor. We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win.
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.