ChainguardRemote
Enterprise Business Development Representative - West
United States of America
Full Time
6 hours ago
$100,000 USD
H1B Sponsor Likely
Key skills
Outbound salesEnterprise account strategySalesforceOutreachSalesloftTechnical salesSecurity domain knowledgeOpen source software knowledgeDeveloper tools knowledgePipeline generationCuriousComfortable navigating ambiguitymotivated to learnCI/CD
About this role
Chainguard is a trusted source for open source software, focused on providing secure and production-ready builds that help organizations build faster and stay compliant. The Enterprise Business Development Representative will drive enterprise account strategy, engage with technical buyers, and collaborate closely with Account Executives to build a quality pipeline in high-value accounts.
Responsibilities:
- 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
Requirements:
- 1–3+ 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