SDR Manager - US at upguard

Who are we? UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface. At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2024, our Sales team exceeded revenue targets, and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe. Why are we hiring for this role? UpGuard is seeking an experienced and results-driven SDR Manager to lead and expand our US West Sales Development Representative (SDR) team. This is a fully remote role within the United States. In this pivotal role, you will be instrumental in driving pipeline generation, optimizing sales processes, and fostering a high-performing team in a fast-paced, innovative cybersecurity environment. You will leverage your expertise in sales leadership, analytics, and modern sales technologies, including AI and automation, to achieve and exceed business objectives. What will you do? • Lead and scale a high-performing SDR team focused on generating qualified pipeline across the US market • Coach, develop, and mentor SDRs to elevate prospecting, qualification, and communication performance • Own SDR performance metrics, reporting, and dashboards to drive data-informed decision-making • Design and deliver a structured onboarding program to rapidly ramp new hires on product, market, and sales methodology • Partner with Marketing and Sales to align on campaigns, messaging, and demand generation strategy • Drive creative outbound and inbound prospecting across multiple buyer personas • Ensure Sales Accepted Opportunities meet quality and volume targets to maintain a healthy, predictable pipeline • Implement AI-powered tools and automation to increase efficiency and personalize outreach at scale • Leverage CRM and sales enablement tools (HubSpot preferred) to maintain strong data integrity and performance visibility • Continuously refine playbooks, processes, and technology to improve SDR productivity and impact What will you bring? • Proven experience successfully managing and growing a sales development or inside sales team, preferably within a SaaS environment. • Demonstrable experience with CRM software (HubSpot strongly preferred) and other sales enablement tools. • A strong analytical mindset with a track record of using data to drive performance improvements and strategic decisions. • Exceptional coaching, mentoring, and communication skills, with the ability to inspire and motivate a team. • Deep understanding of sales processes, lead generation, and pipeline management. • Passion for technology and a keen interest in cybersecurity. • Obsessed with making customers happy and having an acute understanding of prospect pain points during initial contact. • Experience or strong understanding of implementing AI and automation solutions to enhance sales development activities (e.g., AI-driven lead scoring, automated sequencing, conversational AI). What will give you an edge? • Extensive experience scaling an SDR team in a B2B SaaS company. • Prior experience in cybersecurity or a related technical product. • Experience with sales operations and/or marketing automation software beyond just CRM. • Demonstrated ability to innovate and integrate new technologies (like AI) into sales development workflows. What's in it for you? • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance • Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries. • 18 weeks paid Parental Leave: Irrespective of parenting role • Personal Leave Allowance: This includes sick & carer’s leave • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance • Top-spec hardware: All team members will be provided with top-spec laptops for their role • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work • Health Insurance: Health, dental, and vision insurance #LI-BW1 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.