Sales Director (First Line) - West US at Endor Labs

Endor Labs is a $93M Series B application security company backed by Lightspeed, Sierra Ventures, and Salesforce Ventures. They are revolutionizing software development by building comprehensive call graphs of software estates, helping engineering teams prioritize and fix critical security risks in code written by humans or AI at a ~$640M valuation.

About the role

As the First Line Sales Director for the West US, you will lead a high-impact team of 5–6 Account Executives. You’ll drive revenue through a technically complex sale to CISOs and AppSec leaders. This role focuses on recruiting elite talent, instilling MEDDIC discipline, and orchestrating cross-functional partners to scale security innovation.

Location: California, USA

Why this role is remarkable

• Join a high-growth security leader following a successful $93M Series B round led by top-tier investors at a ~$640M valuation.
• Shape the sales culture of a mission-critical platform that secures modern software dependencies for both legacy C++ and cutting-edge AI-generated code.
• High-impact leadership opportunity to build an elite team from the ground up while working directly with serial entrepreneur founders Varun Badhwar and Dimitri Stiliadis.

Responsibilities

• Recruit, develop, and lead a team of 5–6 high-performing Account Executives, managing the end-to-end talent lifecycle and professional growth plans.
• Drive a rigorous sales-led prospecting culture and execute value-based selling strategies using the MEDDIC framework for complex technical enterprise deals.
• Collaborate with Customer Success, Solution Architects, and Marketing to orchestrate territory strategies and deliver consistent revenue targets with accurate forecasting.

Requirements

• Proven experience with 5+ years in B2B enterprise technology sales and at least 2+ years successfully managing quota-carrying Account Executive teams.
• Deep expertise in value-based selling methodologies and MEDDIC/MEDDPICC qualification frameworks within the cybersecurity or complex technical software space.
• Strong track record of recruiting and retaining top-tier sales talent, evidenced by team performance improvements, internal promotions, and consistent quota attainment.