Sales Development Representative

About the role

We're looking for a Sales Development Representative to help turn Casco's founder-led sales momentum into a repeatable outbound engine. You'll start conversations with AppSec leaders and CISOs who know annual pentests and noisy security scanners cannot keep up with how quickly modern teams ship software. Your job is to make the problem urgent, earn the right to a deeper conversation, and create qualified pipeline for Casco's autonomous security testing platform.

This is not a role where you inherit a perfect script and spend all day blasting sequences. You'll work in person with our founders and sales team in San Francisco, learn how technical security buyers think, test messages in the market, and help build the outbound playbook as Casco scales after its Series A.

What You'll Actually Do

• Create qualified pipeline: Research target accounts, identify the right AppSec and security leaders, and turn cold accounts into real sales conversations.
• Write outbound that sounds human: Build sharp, account-specific messaging across email, phone, LinkedIn, and other channels instead of hiding behind generic sequences.
• Learn the security problem: Understand how companies buy pentests today, where point-in-time testing falls short, and why continuous autonomous testing matters.
• Qualify for substance: Find a credible security problem, relevant use case, buying context, and concrete next step before handing an opportunity to an Account Executive.
• Work events: Attend security events with the team, start conversations in the room, and follow up fast enough to turn interest into pipeline.
• Build the playbook: Test personas, industries, hooks, objections, and channels, then document what works so we can repeat it.
• Keep the CRM honest: Record the source, account, persona, meeting outcome, and next step so the team can trust the pipeline and improve the motion.
• Close the feedback loop: Share what prospects say with founders, sales, engineering, and security so we keep sharpening the product and the story.

Must-haves

• At least one year of outbound SDR or BDR experience in B2B software, with evidence that you can consistently create qualified meetings.
• Strong writing and research skills. You can find a real reason to contact an account and explain it without corporate filler.
• Comfort on the phone. You can open a cold conversation, ask a useful question, listen, and earn a next step.
• The curiosity to learn application security, pentesting, vulnerabilities, cloud environments, APIs, and how technical buyers evaluate new security products.
• Good judgment about quality. You would rather create the right meeting than hit a vanity activity number.
• Resilience and follow-through. You can handle rejection, keep your standards high, and stay organized across a large account set.
• Startup readiness. You are comfortable testing ideas, working without a finished playbook, and making your own progress visible.
• The ability to work in person from our San Francisco office.

Nice-to-have

• Experience prospecting into cybersecurity, developer tools, infrastructure, cloud, or another technical category.
• Familiarity with AppSec leaders, security engineers, CISOs, or the pentesting market.
• Experience at an early-stage startup or helping create a new outbound motion.
• A genuine interest in how attackers think and how AI is changing offensive security.

Your First Three Months

You'll have a three-month ramp to learn Casco, our buyers, and the outbound motion before carrying a full quota.

• Month 1 - 25% quota: Learn the product and market, build account lists, practice the story, and begin live prospecting.
• Month 2 - 50% quota: Run consistent outbound, handle common objections, and create your first accepted opportunities.
• Month 3 - 75% quota: Own a defined account set and build a repeatable weekly pipeline rhythm.
• Month 4 onward - 100% quota: Carry the full monthly target.

During the three-month ramp, you'll receive guaranteed variable compensation while you build toward full productivity.

What This Role Is Not

• This is not a remote role. You will build the motion alongside the team in our San Francisco office.
• This is not an activity contest where a dashboard full of calls matters more than whether anyone should take the meeting.
• This is not a mature sales organization with a finished script, perfect data, and every objection already documented.
• This is not a role for someone who wants to sell a checkbox. You will need to explain why a new approach to security testing should exist.

What We Offer

• San Francisco based: Work in person with our founders, sales team, engineers, and security experts.
• Compensation:
• Base salary: $80,000
• Target variable: $40,000
• On-target earnings: $120,000
• Equity grant with meaningful ownership in Casco
• Real ownership: Help build the outbound motion for a new category instead of inheriting someone else's playbook.
• Direct access: Learn alongside founders and technical teammates who can answer hard questions and act quickly on market feedback.
• A product with proof: Casco has already found critical vulnerabilities across 300+ companies despite their existing security tools and human pentesters.
• Learning opportunities: We support your growth with a budget for conferences, books, courses, and the tools that help you improve.