About this role.
Chainguard is hiring an Enterprise Business Development Representative to create qualified pipeline within strategic Central-region enterprise accounts. The role partners closely with Account Executives to map security, engineering, and platform stakeholders, conduct personalized technical outbound, and advance early discovery conversations. Candidates need at least six months of BDR/SDR or equivalent experience, a demonstrated outbound pipeline record, strong writing, and familiarity with Salesforce and Outreach/Salesloft. Success emphasizes opportunity quality, technical credibility with infrastructure and security buyers, and sharing market feedback with product and marketing teams.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin with account research covering the company’s infrastructure, cloud environment, engineering initiatives, recent security events, and relevant open-source usage. I would map likely champions, technical evaluators, economic stakeholders, and adjacent influencers, then align personalized messages to each persona’s risks and priorities. I would review the plan with the AE, test messaging across channels, and use engagement and conversation quality to refine the approach.
I focus on understanding the buyer’s environment and using accurate, plain language tied to their likely challenges, such as container security, CI/CD integrity, vulnerability remediation, or open-source supply-chain risk. I do not pretend to be an engineer; instead, I ask informed questions and position the conversation around learning whether the problem is material. When deeper expertise is needed, I bring in the appropriate AE or technical resource.
A valuable opportunity has a defined business or technical problem, a relevant stakeholder, a credible reason to act, and a path to further discovery. I qualify for the current environment, risk or operational impact, priorities, involved teams, and next steps rather than counting attendance alone. If those signals are absent, I continue nurturing instead of presenting the meeting as qualified pipeline.
I would monitor activity quality and conversion throughout the funnel: target-account coverage, positive reply rate, meeting-to-opportunity conversion, pipeline created, opportunity progression, and contribution to closed revenue. I would segment results by persona, industry, message theme, and channel to identify what resonates. I would share findings regularly with AEs, marketing, and leadership so successful patterns can be scaled.
I would first inspect the data rather than simply increasing volume, reviewing whether the audience, timing, value proposition, and personalization are aligned. I would seek feedback from successful peers and account executives, test a small number of clear message variations, and document the resulting conversion changes. This approach turns rejection into a structured learning loop while maintaining consistent prospecting discipline.
Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.
Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.
Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.
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
About Us
We live and breathe our company values:
- We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
- We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
- We don’t take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
- We trust each other and assume good intentions — We’re transparent with decisions to empower team members to make well informed decisions.
A few of the benefits we offer:
- 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 (yes, you read that correctly: 10 years!).
- 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
- ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
- 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child’s first year.
If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians” with unique backgrounds, perspectives, and experiences.
Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.
By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Global Candidate Privacy Notice.
©2026 Chainguard. All Rights Reserved.
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
