Enterprise Senior Account Development Representative (ADR) - 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. First, non-human, machine, and AI identities now outnumber human ones, driving massive secrets sprawl while worsening anonymity. Second, 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. Third, 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.

At Teleport, our mission is to enable engineers to quickly access any resource anywhere.

Teleport is trusted by the world’s most innovative companies who refuse to trade agility for security. By consolidating all aspects of infrastructure access into a single platform, Teleport reduces attack surface area, cuts operational overhead, easily enforces compliance, and improves productivity.

We have a large Total Addressable Market — anyone that manages and operates server fleets, applications across cloud providers or deploys to internal data centers (i.e., almost all successful companies). As an ADR, you will drive pipeline by identifying, engaging and qualifying leads in Ideal Customer Profile-fit accounts that are looking for help to solve these problems. You will also partner with your Account Executive to prospect into a list of strategic accounts. You will be asked to think creatively about finding potential leads, as well as leverage traditional lead generation techniques in order to build the top of the sales funnel and transition leads to our Sales team.

Our Teleport Sales Development Mission:

• Build a consistent pipeline.

• Provide relevant value to future customers.

• Enable the next Teleport leaders.

We Are Looking for Someone Who Is:

• Experienced: have 1 -2 years experience as an Enterprise Account Development Representative (ADR / SDR / BDR), preferably at a SaaS company with a technical product

• Strategic: able to strategize with Sales peer to schedule conversation with new Ideal Customer Profile Enterprise accounts

• Quick Learner: able to grasp new technical concepts quickly

• Collaborative Team Player: able to collaborate with your team and other teams

• Passionate: loves the craft/process and providing the best experience for the prospect

• Organized: able to manage pipeline of multiple prospects within multiple accounts in a consistent, repeatable way

• Adaptable: understands that start ups 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 of the box to solve problems

What We Ask of You:

• Support an Enterprise sales territory in EMEA

• Occasional team days in the London office

• Schedule meetings with key stakeholders from three sources

  • Qualifying Inbound requests

  • Qualifying Marketing Qualified Leads

  • Outbound prospecting to ICP-fit accounts showing intent signals

• Collaborate with your Account Executive(s) on strategic accounts and to refine call and messaging strategies

• Try different channels (call/email/social) and use your data to leverage the most effective ones

• Establish best practices and efficient processes

• 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 Key Persona Attendees 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 For You:

• Salesforce

• Outreach

• LinkedIn SalesNavigator

• 6sense

• Lusha

• Qualified Chat

• Qualified Signals

• ClearBit

• AltiSales/Caddy

• Hyperbound

• Common Room

Teleport Ethos: How We Behave:

• We write it down

• We are professionals

• We start simple and iterate

• We are drivers, not passengers

• We are builders

• We lift each other up

• We assume the principal of charity

• We value each other’s time

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.

What does that mean?

• 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.

But we don’t stop there.

In addition to the career opportunities at Teleport, we offer a whole range of benefits that help you to maximize your future, including:

• 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

Do you have what it takes?

Get to use (and know) Teleport through our unique interview process

At Teleport, we do things a bit differently. And when we say we only hire top talent, we actually mean it. Because of this, our interview process is different too - and we’re proud of it. We let your work do the talking. We don’t go in for six rounds of interviews, live whiteboard or live-coding. We don’t hire people that can talk a good game. We only want the best. And for that, we need to see what you can do, in your own time, in your own way. For real.

But interviews are a two-way street. Through the project, you’ll get a real taste of life at Teleport, including:

• We’re flexible - you’ll have plenty of time to complete your project, if life gets in the way, that’s ok. We can - work around you.

• We give you autonomy - you’ll have the space and freedom to figure things out, make decisions, and problem-solve.

• We’re collaborative - Got questions?

• We have answers. You’ll have support from your team - the one you’ll be working with day in day out if you’re successful in getting the role.

• We progress careers - During the project, see how much you learn. That’s what working at Teleport is like. We like learning, on the job. All-the-time.

• We can move fast (if you can) - two weeks sound like a long time? No problem? Early submissions are fine, and we’ll keep the process moving.

Think you’ve got what it takes? We’d love to see it! Unconvinced? We can guarantee three things:

• It’ll challenge you.

• You'll learn a lot.

• If you love the process, you'll love working at Teleport.

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.

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/