Enterprise Business Development Representative - West

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: 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 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 mem