Enterprise Business Development Representative - East

Chainguard provides hardened, secure, and production-ready builds of open source software for organizations. The Enterprise Business Development Representative will partner with enterprise account executives to develop strategic account plans, conduct technical outbound outreach, qualify opportunities, and build high-quality pipeline among security, engineering, and infrastructure teams.

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:

• At least 6 months of BDR/SDR experience (or equivalent transferrable experience)
• 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