Founding Sales Development Representative (SDR) — AI & Zero Trust Security

Remote (US) · ET or CT time zone · [$60,000 base / $90,000 OTE] + equity

The short version: NetFoundry, the company behind OpenZiti, the world’s most used open source Zero Trust networking software, is hiring two founding SDRs to build NetFoundry's outbound engine. This is a hunter role selling Zero Trust connectivity into cybersecurity, cloud, and AI infrastructure teams. If you want to build the playbook instead of inheriting one and have ambition to become an AE, keep reading.

Why this matters now:

AI broke the network security model. Agents, models, and APIs now need to reach data and systems scattered across clouds, data centers, edge sites, and customer environments. Every one of those connections is a new attack surface. VPNs, open inbound ports, and firewall rules were never designed for a world where the thing requesting access is a non-human identity that spun up four seconds ago.

NetFoundry replaces that model. Our Identity-First Connectivity™ platform delivers Zero Trust connectivity with no VPNs, no open inbound ports, and no firewall changes enabling enterprises to connect AI agents, APIs, and distributed workloads without exposing anything to the internet.

Enterprises use us to secure access to their APIs and agentic AI services, to run microsegmentation, and to simplify hybrid IT/OT segmentation. Software and IoT providers use us to reach workloads inside their customers' networks. We were founded by the inventors and maintainers of OpenZiti, the world's most-used open source Zero Trust networking software. We're Series A, backed by SYN Ventures and Cisco Investments, headquartered in Charlotte, NC, and remote-first since day one.

The role:

We have one SDR today. We're hiring two more, and we're building the enterprise go-to-market motion around you. That means the target account strategy, the sequences, the call openers, the objection handling, the way we mine our open source community for enterprise signal - isn't fully developed yet. You'll contribute to it working directly with our AEs, our marketing team, and GTM leadership that has built and exited multiple startups. This is the right role if you want to be early. It's the wrong role if you want a machine that already runs.

A note on leads: This is an outbound focused role. Marketing supports you with content, campaigns, and intent data. Pieline starts with you, on the phone.

What you'll do:

• Own outbound pipeline generation into a defined set of enterprise accounts — you build the list, you work the list
• Cold call. Daily. This is the core of the job, not a footnote
• Run multi-channel outbound across phone, email, and LinkedIn, with real personalization rather than merge fields
• Run discovery that surfaces real pain: firewall and VPN sprawl, exposed APIs, OT segmentation projects, AI agents that need access to sensitive systems
• Book qualified meetings for Account Executives and hit monthly and quarterly pipeline targets
• Build account plans with AEs and multi-thread into security, networking, cloud, and platform teams
• Act as our fastest feedback loop since you'll hear what the market says before anyone else. Leadership will change the messaging based on what you report.

What we're looking for:

• Ambition to become an AE
• 1–3 years in outbound SDR/BDR or inside sales, ideally in cybersecurity, SaaS, or enterprise technology
• A track record you can put numbers to - activity, meetings booked, pipeline sourced, quota attainment
• Genuine willingness to cold call, and the resilience to do it on the days it isn't working
• Strong written communication; you can write an email a CISO would actually reply to
• Comfort with technical buyers, and curiosity to learn what a firewall rule, a service mesh, and an AI agent actually are
• Experience with CRM and sales engagement platforms (we run HubSpot)
• Organized, coachable, and hard to discourage

Nice to have:

Familiarity with Zero Trust or secure connectivity concepts; experience with open source or developer communities; account-based selling.

What you get:

• A founding seat. You're among the first three SDRs at a company building a category, with direct access to GTM leadership and founders
• A clear path to AE. Our SDR→AE path is 12-18 months for performers, and we'd rather promote you than hire around you
• Competitive base with uncapped commission, plus meaningful equity — $60,000 base / $90,000 OTE (uncapped)
• Comprehensive medical, dental, and vision, plus expanded well-being benefits
• Employer-paid life, AD&D, and short- and long-term disability
• 401k with company match
• Unlimited PTO and paid holidays
• Learning & development budget, technology stipend, internet stipend, SWAG stipend
• Remote-first with flexible hours, as a globally distributed team