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Sales Leadership/Director Level

Palo Alto, CA or US Remote

About Us

At Endor Labs, we're not just making waves; we're setting the new standard in application security! In our first year, we've already been named a Gartner Cool Vendor in Platform Engineering, an RSA Innovation Sandbox finalist, and a Black Hat Innovation Spotlight finalist. That’s how you know we’re redefining the future of security.

Founded by industry visionaries Varun Badhwar and Dimitri Stiliadis, Endor Labs is a powerhouse of innovation. With a monumental Series A round of 70M and a stellar team of talent, we’re not just participating in the industry—we’re revolutionizing it.

Our mission? To streamline security for developers and AppSec teams by cutting through the noise and focusing on what truly matters. We tackle risks across Open Source Software (OSS) and CI/CD pipelines with precision, slashing false positive rates by up to 80%. Ready to see what makes us tick? Dive into our 3-minute pitch from our Founder & CEO here. 

Sound interesting? Let’s talk if you want to be part of the next big leap in security innovation!

How You'll Make an Impact

As a Regional Sales Director, you will lead a given region / segment and your goal will be to build out the territory with your Sales Team, guaranteeing that you and your team meet and/or exceed your given quota.

  • Lead, Mentor, & Develop the Sales Team – Provide hands-on coaching, guidance, and professional development to Account Executives, ensuring they follow best practices in sales methodology, prospecting, and account management.
  • Drive Sales Strategy & Execution –Execute a comprehensive sales strategy that aligns with company objectives, expands market presence, and drives revenue growth.
  • Optimize Sales Performance – Continuously analyze sales data, monitor pipeline health, and provide insights to refine sales tactics, improve forecasting accuracy, and achieve performance goals.
  • Recruit & Build a High-Performing Team – Partner with the People team to identify talent gaps, lead hiring efforts, and ensure the team is equipped with the skills and resources needed for success.
  • Strengthen Customer & Partner Relationships – Act as a strategic advisor for customers and channel partners, addressing challenges, driving long-term engagement, and ensuring satisfaction.
  • Serve as a Voice of the Customer – Collaborate cross functionally to communicate product and market feedback to executive stakeholders ensuring responsiveness to customer and market demands.  

What You Bring to the Table

  • Proven Sales Leadership – 4+ years of experience managing high-performing sales teams, ideally within AppSec/DevSecOps, selling to enterprise and large mid-market accounts.
  • Sales Methodology Expert – Expertise in methodologies like Challenger, Solution Selling, and MEDDPICC, effectively guiding teams to strategize, qualify, and close complex deals.
  • Strategic Sales Execution – Exceptional forecasting skills, ensuring accurate sales projections and data-driven decision-making to support long-term business growth.
  • Security Industry Knowledge – Strong understanding of Application Security and DevSecOps, with the ability to navigate technical conversations and position solutions that address evolving security challenges.
  • Consistent Track Record of Success – History of exceeding sales targets, both as an IC and leader, with a proven ability to drive revenue growth and team performance.
  • Influential Network – Established relationships with CISOs and senior Security leaders, leveraging your connections to accelerate pipeline development and deal progression.
  • Desire to learn & move fast – Experience in a fast-paced company and the curiosity & passion to figure out the unknown.

What Makes Us... Us

  • Go to extraordinary lengths to distinguish ourselves through world-class work.
  • Prioritize quality over speed, and speed over scope.
  • Desire to work with deeply kind, mission-driven people.
  • Strive to make the complex simple.
  • Use first principles to debate ideas, test assumptions, and make decisions.
  • Seek the truth by putting data above opinions.
  • Assume good intent and give tactical feedback to help each other get better.
  • Hold no ego—when our customers win, we all win.

What We Offer You:

  • Competitive salary and comprehensive benefits package including Health, Dental, Vision and Mental Health plans. 
  • 401(k) plan to support your longterm financial goals.
  • Flexible PTO to maintain a healthy work-life balance (we want you here for the long-haul!)
  • Opportunities for co-working and team meetups to foster collaboration.
  • A dog-friendly office environment for those who love to bring their fur babies along.

Endor Labs is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here.

Endor Labs is a remote-first company, with team members distributed across various time zones. We believe in the flexibility of working remotely while also creating opportunities for in-person collaboration and learning when necessary.

Compensation

In addition to a standard benefits and equity package, we offer a generous salary. For candidates who receive an offer for this position, the total compensation range is expected to be between $320,000-$400,000. This may include incentives/variable compensations such as commissions, stock options and/or bonuses, depending on the position. Final compensation will vary based on seniority and relevance of experience, location, and position requirements.

 

 

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