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Director, Sales Development



Sales & Business Development
United States · Remote
Posted on Friday, May 24, 2024

Open Source has taken over the world of software development; however, the largest trade-off still persists: security. Companies spend an enormous amount of time and resources patching and fortifying open source software in order to ship with confidence & compliance.

Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default. Customers including Snowflake, Canva, and HPE rely on Chainguard to build securely with open source software across the organization.

Chainguard is the safe source for open source.

About Us

We live and breathe our company values:

We are customer obsessed - Our true advantage is the strength of our relationships with customers through collaboration, empathy, and responsiveness. We establish trust as we educate, advocate, and listen to their needs. Our focus is on delivering solutions to our customers that create value and make their lives better.

We have a bias for intentional action - We’re a start-up and we need to move fast. However we need to move fast through intentional action to make sure we’re able to deliver quickly and efficiently on what is most impactful to our collective success. We prioritize, plan, try things, and fail fast. We think about how what we do impacts other teams and communicate our progress - owning the whole solution from start to finish. If we move fast enough, we can make two or three mistakes, learn, and correct them before competitors even make their first decision.

We don’t take ourselves too seriously (but we do serious work) - Though we are solving an important problem which takes focus and a degree of seriousness, we don’t take ourselves too seriously while we do. We laugh, have fun, embrace uniqueness, and enjoy the journey. Together.

We trust each other and assume good intentions - We hire great team members and trust them to do their work. We’re transparent with data, news, and decisions - positive or negative - to empower team members to make well informed decisions. Showing up for each other fully means we celebrate each other’s accomplishments as well as give compassionate direct feedback when needed. We always default to assuming good intentions.

The role, in a nutshell:

The Director BDR will focus primarily on: (1) Leading & building a team of BDRs to create qualified opportunities for the sales team, (2) Train other members of the BDR team, and (3) take on operational and administrative tasks to help the BDR team perform and exceed expectations. You are a source of knowledge and best practices amongst the BDRs, and help to recruit, hire, train, onboard, and mentor new BDRs

What you’ll do:

  • Continue to build out our growing BDR function - working with recruiting to identify top talent to hire and onboard a team
  • Train other members of the BDR Team to identify, contact, and create qualified opportunities
  • Ensure BDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s
  • Work closely with the Demand Gen team to provide feedback on MQLs and campaigns
  • Work closely with Sales team to improve opportunity management and qualification processes and other areas of improvement
  • Work in collaboration with Marketing/Sales/Product to develop effective messaging to outbound into target accounts and convert inbound interest into qualified pipeline
  • Work with sales operations to continue to make the job as administratively efficient as possible while optimizing processes and identifying bottlenecks.
  • Refine and develop BDR compensation strategy that aligns to overall business goals
  • Work closely with sales leadership to ensure alignment on your team’s strategy and execution as well as capacity planning and team structure for future growth
  • Accurately forecasts weekly, monthly, quarterly attainment
  • Drive increased BDR productivity through AI based tools and streamlined processes.

What we're looking for:

  • 4+ years leading a team of BDR’s or inside sales reps (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)
  • Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)
  • Enablement experience - onboarding & ramping your team
  • Experience with CRM software
  • Experience in sales operations and/or marketing automation software preferred
  • Understanding of B2B software, Open Source software, and the developer product space is preferred
  • Experience growing within a small start-up is preferred
  • Strong ability to interact and influence effectively with VP-level and Director-level executives and team members.
  • Knowledge of ai tools to increase BDR team efficiency preferred
  • Ability to thrive in a fast-paced, unpredictable environment.

A few of the benefits we offer (for our full time employees):

  • Equity/stock options
  • Unlimited PTO
  • Remote work with flexible coworking and team meetup opportunities
  • Home office and internet stipend
  • 100% health/dental/vision insurance coverage for you and your family

If your experience is close but doesn’t fulfill all requirements, please apply. Chainguard is on a mission to build the best team. To achieve our goal, we are focused on hiring “Guardians'' 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.

For US based roles - Chainguard participates in E-Verify and will provide the federal government with employee Form I-9 Information to confirm authorization to work in the U.S. Chainguard, Inc. only uses E-Verify once a candidate has accepted a job offer and completed the Form I-9. If E-Verify cannot confirm that an employee is authorized to work, Chainguard, Inc. will give the employee written instructions and an opportunity to contact the Department of Homeland Security (DHS) or Social Security Administration (SSA) so the employee can begin to resolve the issue before any adverse employment action is taken. For more information about your right to work, please see the Notice of Right to Work.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Privacy Policy.