Enterprise Business Development Representative

What you’ll do

• Drive enterprise account strategy — Work alongside AEs to map target accounts and identify the right entry points across security, platform, and engineering teams.
• Run thoughtful, technical outbound — Craft highly personalized outreach that resonates with developers, DevOps, and security leaders — no generic sequences.
• Understand how modern infrastructure works — Research how companies build and ship software (containers, CI/CD, cloud environments) to make your outreach relevant and credible.
• Lead meaningful early conversations — Qualify opportunities by understanding technical context, risk posture, and business priorities.
• Build real pipeline, not just meetings — Focus on creating opportunities that move forward — quality over quantity.
• Act as an extension of the AE — Collaborate on account plans, messaging, and deal progression.
• Use tools intelligently — Leverage Salesforce, Outreach/Salesloft, and data tools to execute efficiently — but never at the expense of quality.
• Continuously improve the motion — Test messaging, share insights, and help refine how we engage the market.
• Be a feedback loop to the business — Bring insights from conversations back to marketing and product — especially what resonates (or doesn’t) with technical buyers.

What we're looking for

• 1+ years as a BDR/SDR, ideally working with mid-market or enterprise accounts
• Proven ability to generate pipeline through outbound (not just inbound qualification)
• Experience engaging multiple stakeholders within technical or complex organizations
• Strong writing skills — especially in crafting personalized, relevant outreach
• Curious and motivated to learn how modern software and security actually work
• Comfortable navigating ambiguity and building your own approach
• Experience with Salesforce, Outreach/Salesloft, or similar tools
• Track record of hitting or exceeding pipeline targets

What makes this role compelling

• Sell something technical buyers respect — security + open source + 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

Compensation

$100,000 OTE

Benefits

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options.
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents.
• ∞ Flexible Time Off: Take the time you need.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents.