Sales Development Representative

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 Sales Development Team 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. If you're proactive, smart, persistent, and a great teammate, this is the role for you. 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. What You Bring to the Table - Top Performer: Bring a stellar track record of exceptional performance and past successes in similar roles, showcasing your ability to excel. - Communication Dynamo: Utilize your outstanding verbal and written communication skills to connect with impact and drive results. - Dynamic Self-Starter: Thrive in a fast-paced, high-growth environment with your proactive approach and ability to tackle challenges head-on. - Driven Achiever: Channel your strong motivation and determination to consistently push boundaries and achieve top performance. - Collaborative Innovator: 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. 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.