Territory Development Representative

As a Territory Development Representative at Teleport, you will own engagement with the 50 accounts that matter most to our business in your metro.

Teleport unifies identity across humans, machines, workloads, and AI agents — replacing fragmented, credential-based access with a hardware-rooted, cryptographic identity layer that scales zero trust across cloud and on-prem environments.

You'll work closely with Field Marketing, Partner, Demand Gen, and the Account Executives who carry your accounts to build presence and pipeline in a single city, pairing multi-channel outbound with a heavy in-person motion across meetups, conferences, partner activations, and Teleport-hosted events. Instead of a sequence and a dial target, you'll be given a fixed book, a territory budget, an events calendar, a warm-path map, and the latitude to decide how all of it gets used. This role is ideal for a self-directed relationship builder who wants to become a field seller — someone who treats a city as a territory to be earned rather than a list to be worked.

Expect to be in the field regularly, typically a couple of evenings a week and more during conference weeks. Reaching people has never been easier; earning their trust has never been harder. That harder part is the job, and it happens face to face.

What You'll Do:

• Own and quarterback the development of a fixed book of named enterprise and mid-market accounts in your metro, in partnership with the AEs who carry them
• Build and defend a point of view on each account: who the buying committee is, what they care about, where the entry point is, and what the next three touches should be
• Show up. Attend and work the meetups, happy hours, conferences, partner events, and Teleport-hosted events in your territory. Become a known face in your city's infrastructure and security community
• Create reasons to engage that aren't a meeting request — event invitations, gifting, relevant third-party content, community connections, local activations
• Map warm paths into your accounts using our customer, alumni, and employee networks, and drive the referral ask to completion, including directing the AE on when and how to make it
• Run multi-channel outbound (phone, email, LinkedIn) against the buying committee, with real personalization rather than volume
• Work with Field Marketing on which events are worth sponsoring in your metro, and with our Partner team on co-marketing opportunities that reach your 50 accounts
• Convert in-person contact into structured next steps: AE meetings, executive conversations, technical deep dives
• Log every touch in Salesforce and Outreach so account progression is visible and creditable
• Present a monthly account review: what you've done across the 50, what worked, what you're doing next, and where you need air support
• Use our intent, buying-committee, and enrichment tooling — including AI-assisted research and account planning — to decide where to spend your week

What We're Looking For:

• Based in your metro. You live in San Francisco Bay Area and can be in the field on short notice. This role is not remote-anywhere
• Experienced: 3+ years in a role where you built relationships and pipeline in a defined territory. That could be account development against enterprise or mid-market named accounts, field or event marketing, community or developer relations, partner development, or field sales. What matters is that you've worked named accounts rather than lists, and that you've done it with real people in real rooms
• A field animal: You would rather be at a happy hour with forty engineers than on your ninth call of the morning. You are comfortable walking into a room where you know nobody and leaving with three conversations worth following up
• Self-directed: You are given a goal and a budget, not a playbook. You decide what to build. You bring ideas rather than waiting for a program
• Technically curious: You can hold a credible conversation with platform, infrastructure, and security engineers about the problems they have. You don't need to be an engineer; you do need to be genuinely interested
• Relationship-first: You measure your work in trust built, not touches logged — while still logging the touches
• Tool-fluent: You are fast with modern GTM tooling and AI assistants, and you'd rather build your own leverage than file a request
• Ambitious: You want to be a field seller. This role is the on-ramp