Senior Account Development Representative- EMEA

Unified Identity Securing Classic and AI Infrastructure Teleport, the AI Infrastructure Identity Company, prepares organizations for an AI future by establishing a unified identity layer for infrastructure, with humans, machines, workloads, and AI agents secured cryptographically with a hardware root of trust rather than vulnerable credentials. By replacing fragmented identity and access management systems with Infrastructure Identity, Teleport scales zero trust across cloud and on‑prem environments, eliminating the complexity and risk created by identity fragmentation and credential sprawl.

Teleport protects infrastructure from identity attacks, accelerates engineering by reducing infrastructure complexity, and secures non‑deterministic agentic workflows. Headquartered in Oakland, CA, Teleport operates globally, with industry‑leading customers such as Nasdaq, IBM, Doordash, and Elastic.

Our Vision Today’s computing environments have too much complexity, too many network boundaries, and too little trust. Complexity slows engineers down and leads to human errors. Complex systems can’t be secure despite the red tape of bureaucracy. We make trusted computing simple. This gives engineers the freedom to move and build a better future.

Why Teleport Teleport addresses the overlooked intersection between cybersecurity and infrastructure—an area companies have historically tried to manage through a fragmented mix of tools like PAM, network‑centric controls, and fragmented secrets management. This approach was already inefficient, but it fundamentally breaks down in the era of AI.

AI changes the landscape in three critical ways:

• Non‑human, machine, and AI identities now outnumber human ones, driving massive secrets sprawl while worsening anonymity.
• Anonymity is incompatible with AI workloads: these systems are inherently non-deterministic, operate across many services and environments, and therefore require strong identity, continuous trust, and end-to-end visibility to function safely and correctly.
• The non-deterministic nature of AI makes reliability and scalability non-negotiable—systems must be resilient, observable, and with access control guardrails, because failures and unexpected behavior cannot be handled with static controls or manual intervention.

Solving this problem requires a fundamentally different approach: a unified identity layer that spans machines, workloads, humans, and agents. Identity becomes the security control plane that replaces network location and long-lived secrets as the basis of trust. Ephemeral privileges are critical in this model—privileges must be granted just-in-time, limited to the task at hand, and automatically expire, dramatically reducing blast radius in systems where behavior cannot be fully predicted.

Finally, real-time intelligence is essential: in fast-moving, AI-driven environments, access decisions must continuously adapt to context, behavior, and system state, rather than relying on static policies defined in advance. Teleport addresses the growing gap between today’s cyber and infrastructure security posture and what modern, AI-driven systems actually require. As AI systems proliferate, attack surfaces and pathways multiply, giving adversaries unprecedented leverage. The result is an inflection point: without re-anchoring security and infrastructure around identity, real-time trust, and ephemeral privileges, the volume and impact of security breaches will only accelerate.

Our Teleport Account Development Mission Build a consistent pipeline. Provide relevant value to future customers. Enable the next Teleport leaders.

Who You Are

• Autonomous: We value those who take initiative and get things done.
• Security-minded: Working on the very fabric of the internet and providing infrastructure access to some of the world’s biggest companies means you need to think security-first.
• Business-savvy: We don’t code for coding’s sake. We build for our customers.
• Professional: We are a team of dedicated professionals, committed to excellence.
• Experienced: 1-2 years experience as a Mid-Market Account Development Representative (ADR/SDR/BDR), preferably at a SaaS company with a technical product and a heavy emphasis on growing outbound pipeline.
• Strategic: Able to strategize with Sales peers to schedule conversations with new Ideal Customer Profile Enterprise accounts.
• Quick Learner: Able to grasp new technical concepts quickly in a diverse SaaS space.
• Collaborative Team Player: Able to collaborate with your team and other teams daily.
• Passionate: Loves the craft/process and providing the best experience for the prospect.
• Organized: Able to manage a pipeline of multiple prospects within multiple accounts in a consistent, repeatable way.
• Adaptable: Understands that startups can change quickly and able to adapt to changes quickly.
• Coachable: Able to take constructive criticism and turn it into something great to further your career goals.
• Critical and Creative Thinker: Able to critically think and think outside the box to solve problems.

What You’ll Do

• Support multiple Mid-Market sales territories.
• Schedule meetings with key stakeholders from three sources.
• Outbound prospecting to good-fit accounts showing intent signals.
• Qualify Marketing Qualified Leads.
• Qualify inbound requests and collaborate with your Account Executive(s) on mid-sized accounts to refine call and messaging strategies.
• True multi-channel outreach (call/email/social) with a heavy emphasis on using the phone to drive quality conversations.
• Establish best practices and efficient processes for a modern outbound sales motion.
• Work closely with Account Executive(s) to refine account strategies and identify trends from prospective customers to share with the product, marketing, and customer success teams.
• Track all sales activity in our CRM (Salesforce) and Outreach.
• Achieve or exceed monthly quotas for new meetings completed and quarterly quotas for pipeline opportunities.

What Success Looks Like

• Month 1: 4 week structured onboarding that helps you learn the market, the personas, the tools, the problems that Teleport helps solve; start reaching out to prospects before the end of the month.
• Month 2: On a half quota, figuring out the best way to use the tools at your disposal to ramp up your territory.
• Month 3: Now on a full quota, your process is up and running and you are on your way to building your personal prospecting pipeline machine.

Tools We Have

• Salesforce
• Outreach
• LinkedIn Sales Navigator
• 6sense
• Qualified Chat
• Qualified Signals
• G2
• AltiSales
• Common Room

The Benefits While many companies flaunt their benefits and perks to convince you to join their company, we believe your career is more important than that. That’s why we focus on making your day-to-day the best it can be while empowering you to achieve your goals and aspirations.

It means you’ll have the autonomy to make your own decisions and focus on what’s important to you and your role. It means having access to a senior team that supports you and wants to see you succeed. You’ll have a smart team you can learn from, collaborate with, and grow with. It means being able to make an impact and have a voice in the future of the feature, product or company direction. We don’t just leave you to focus on a niche. We allow you to spread your wings and take advantage of opportunities, challenging projects and exciting problems. It means removing the bureaucracy and red tape that stifles innovation while giving you access to all the information you need to build and take action more quickly. It means allowing you to have the career you’ve always wanted today, rather than having to ’earn your stripes’ and wait for the right moment. If you’re good enough, you’re good enough.

Extensive health coverage

Annual expense budget

Rest & recovery policies that maximize leave and your ability to recharge

Investment in your future with retirement savings plans

Equity in a US $1.1-bn business

Professional development opportunities

Candidate Privacy Notice For information about our collection and processing of job applicant personal data for this position, please see our Job Applicant Privacy Policy and Notice of Collection at https://goteleport.com/legal/apply/job-applicant/. Teleport is an equal opportunity employer and does not discriminate against any employee or applicant on the basis of age, color, disability, gender, national origin, race, religion, sexual orientation, veteran status, or any classifications protected by federal, state, or local law.