Enterprise Business Development Representative - West

The role, in a nutshell:

Chainguard is building a safer foundation for software. We work with security and engineering teams who care deeply about supply chain security, open source, and modern infrastructure. We’re looking for a BDR who already knows how to run outbound, and is ready to take it further into more technical conversations, more complex organizations, and more strategic account development.

This role is about earning attention from engineers and security leaders, not just landing meetings. You’ll partner closely with enterprise AEs to break into high-value accounts and build pipeline that actually converts.

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:

At least 6 months experience as a BDR/SDR (or equivalent relevant 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

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