Senior Sales Development Representative

We need to output HTML fragment with sections: headings

for sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. We must only include sections that have real specific content. We must not repeat job title as heading. Must not include Job ID etc. Must preserve all substantive info. Remove boilerplate like EEO etc. Also remove navigation, cookie, legal, duplicated lines, application instructions. We need to parse the posting. Let's extract content: - Location and schedule: "To be eligible for this role, you must be based in Austin, TX and will be expected to go into the office on Mondays, Tuesdays & Thursdays." This is schedule info (office days). So we can have a Schedule section with that. - About Us: description of Endor Labs. Could be "About the company" but not listed as a required heading; we have headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. "About Us" could be considered "About the role"? Actually "About Us" is company overview. Not in list but we could maybe put under "About the role"? The instruction says use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). It doesn't forbid other headings, but says use those for section headings. Probably we should stick to those headings only. However we need to preserve all substantive info. Could we put company description under "About the role"? That might be odd. Perhaps we can create a section "About the company" but not in list; but instruction says use those headings for section headings (e.g. ...). It may be okay to add other headings if needed, but they gave examples. Safer to include only those headings that have content. We have schedule content. We have responsibilities (the role description). We have requirements/qualifications (what you bring). We have skills (maybe tooling command). Benefits? Not mentioned. Pay? Not mentioned. So we will not include Benefits, Pay unless present. Thus sections: About the role (maybe combine About Us and About The Role?), Responsibilities, Requirements, Qualifications, Skills. But we need to avoid duplication. Let's map: - About The Role: includes description of role: senior seat on Sales Development team, named-account territory, pod with AEs, qualification conversations, making team better, etc. Also includes "How You'll Make an Impact" which is basically responsibilities. Could treat that as Responsibilities. - What You Bring to the Table: requirements/qualifications: 2+ years quota-carrying SDR/BDR experience, fluency in numbers, technical curiosity, tooling command, coachability, nice-to-haves. - How This Role Differs from the Typical SDR Role: maybe part of responsibilities or qualifications. - Why Endor Labs: company description; could be placed under "About the role"? Not ideal. Could create a section "About the company" but not in list. However we could incorporate into "About the role" as a preamble? Might be okay to include as a paragraph under "About the role" before responsibilities. - Location and schedule: schedule section. Thus produce:

About the role

... (company overview + role description)

Responsibilities

• ... list of duties

Requirements

• ... required experience etc

Skills

• ... tooling, technical curiosity, etc

Schedule

Must be based in Austin, TX and expected to go into the office on Mondays, Tuesdays & Thursdays.

We must not include headings with empty content. Ensure we preserve all substantive info. Let's extract details. About Us paragraph: "Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. Sound interesting? Let's talk if you want to be part of the next big leap in security innovation!" We can keep that as part of About the role. About The Role paragraph: "This is the senior seat on our Sales Development team, and it is a different job from the one you may have had at your last company. You will own a named-account territory and will sit in a pod with the Account Executives who cover your accounts and co-build the strategy for them rather than working a list someone else built. You will run qualification conversations deep enough that the AE walks into a first meeting already knowing what matters. The other half of the job is making the team better. Senior SDRs at Endor help onboard new reps, own a section of the enablement library, and have standing input into our targeting, lead scoring, and crediting rules. If you have been the person your last team quietly relied on to fix the sequences, calibrate the ICP, or coach the new hire through their first week, this role makes that part of the job official and pays you for it." How You'll Make an Impact section: bullet-like paragraphs: - "A territory, end to end. A named-account book or a vertical play against our ICP, where you help define the account strategy, the sequencing, and the prioritization — and defend it in pipeline reviews." - "Signal-driven outbound, across every channel. Multi-channel plays built off real signals: dependency and OSS risk events, hiring and tooling changes, AI-code-generation mandates, product usage, partner overlap, and event attendance. Cold calling is part of this, and you should be good at it." - "Deep qualification of technical buyers. You open and qualify Heads of AppSec, CISOs, VPs of Platform Engineering, and Chief Architects — surfacing the real initiative, the timeline, and who else has to say yes — then hand the AE a meeting and a set of discovery notes they can actually use. Discovery calls are run with your AE and SE; your job is to make sure they walk in prepared, and to be in the room learning how it's done." - "Allbound partnership. Marketing-sourced leads, field and event follow-up, and partner-driven plays are yours to convert — and you are expected to push back with data when the targeting or the scoring is wrong." - "Making the team better. Own a section of the enablement library, and bring your best and worst calls to review. We do this in the open." - "Rigor in the system. Clean CRM hygiene, complete discovery notes, accurate stamping. Our comp plan and our forecast both run off this data, so it matters." What You Bring to the Table: - "Two or more years of quota-carrying SDR or BDR experience in B2B SaaS — developer tools, infrastructure, open source, or security preferred." - "Fluency in your own numbers. Connect rate, meeting-to-opportunity conversion, no-show rate, sourced-versus-credited. If you have never been asked for these, this is not the right fit — we are a data-driven team and we debate with data." - "Technical curiosity that shows. You do not need an AppSec background and we do not screen for one. You do need to be the kind of person who will go read about dependency risk, CI/CD, and how AI-generated code changes the problem — and then hold a credible conversation with an engineer about it." - "Tooling command. Salesforce and Nooks as a baseline; enrichment, intent, and conversation-intelligence tooling (Gong, ZoomInfo, Clay, Sales Navigator, or equivalents) as a strong plus." - "Coachability. You take real-time feedback and adjust, without caving and without arguing. This is the trait that most separates the people who thrive here." - Nice to have: prior named-account or vertical territory ownership, experience selling to security or platform engineering buyers, event-driven pipeline generation, mentoring or enablement experience, or a track record of promotion into an AE seat. How This Role Differs from the Typical SDR Role: - "Sell something technical buyers respect — security & 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" Why Endor Labs: - "We're building at the intersection of developer productivity and security — one of the fastest-growing spaces in software. Our dev-loved platform has real ROI, strong momentum, and customers who care about doing things right. At Endor Labs, we think big, start small, and learn fast. We take ownership, move with purpose, and always start with the customer's success. We debate with data, make the complex simple, and challenge each other with kindness and candor. We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win." EEO statement to remove. Now we need to decide sections. Option: About the role: combine company overview + role description + maybe "How this role differs" and "Why Endor Labs"? But that may be too much. Better to have separate sections: About the role (role description), Responsibilities (impact), Requirements (experience, numbers, technical curiosity), Skills (tooling, coachability), Schedule (location+office days). Could also include a section "About the company" but not in list; maybe we can incorporate company overview into About the role as a preamble. Let's craft:

About the role

Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. Sound interesting? Let's talk if you want to be part of the next big leap in security innovation!

This is the senior seat on our Sales Development team, and it is a different job from the one you may have had at your last company. You will own a named-account territory and will sit in a pod with the Account Executives who cover your accounts and co-build the strategy for them rather than working a list someone else built. You will run qualification conversations deep enough that the AE walks into a first meeting already knowing what matters. The other half of the job is making the team better. Senior SDRs at Endor help onboard new reps, own a section of the enablement library, and have standing input into our targeting, lead scoring, and crediting rules. If you have been the person your last team quietly relied on to fix the sequences, calibrate the ICP, or coach the new hire through their first week, this role makes that part of the job official and pays you for it.

That covers About the role.

Responsibilities

• A territory, end to end. A named-account book or a vertical play against our ICP, where you help define the account strategy