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.
The Marketing team at UpGuard includes multiple marketing and design functions, including Product Marketing, Demand Gen, Marketing Ops, Content Marketing, SEO, Community, Design, and Video. UpGuard’s vision is to become a leader in the markets we play in (Cyber VRM, Attack Surface Management) by providing a best-in-class SaaS platform for organizations to manage their third-party risk and external attack surface. Our purpose as a Marketing team is to facilitate this goal by growing UpGuard with a repeatable and scalable marketing engine and a leading brand.
UpGuard is seeking an experienced and results-driven SDR Manager to lead and expand our APAC Sales Development Representative (SDR) team. This is a fully remote role within Australia, offering the flexibility to work from anywhere in the country. While we have a vibrant office in Sydney that you're welcome to use, your physical presence there isn't required. 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 you'll do:
- Build and train a high-performing SDR team to identify, contact, and create qualified opportunities, with a strong focus on the APAC market.
- Coach and mentor SDRs through regular shadowing, role-playing, performance reviews, and continuous feedback to enhance their prospecting, qualification, and communication skills.
- Define, track, and analyze key performance metrics (KPIs) for SDRs, implementing data-driven strategies to optimize team performance and achieve targets.
- Develop and maintain a comprehensive SDR onboarding program ensuring new hires are quickly ramped up on UpGuard's product offering, sales methodologies, and market positioning.
- Assist with recruiting, interviewing, and hiring top SDR talent, contributing to the strategic growth of the sales development function.
- Foster a culture of continuous learning and improvement within the SDR team, encouraging knowledge sharing and adoption of best practices.
- Partner closely with Marketing and Sales leadership to align on integrated campaigns, strategic business initiatives, and demand generation efforts, ensuring a consistent and effective message to the market.
- Develop and implement creative marketing and sales tactics leveraging outbound prospecting tools and techniques to engage multiple buyer personas and effectively introduce UpGuard's value proposition.
- Manage and optimize SDR reports and dashboards to provide transparent and actionable insights on pipeline generation, conversion rates, and team performance to stakeholders across the company.
- Ensure Sales Accepted Opportunities (SAOs) are sourced in accordance with company targets, guaranteeing a healthy and productive pipeline for the sales organization.
- Collaborate with Sales and other SDR Leadership team members to continuously improve opportunity management, qualification processes, and hand-off procedures.
- Implement and optimize AI-powered tools and automation workflows within the SDR function to enhance prospecting efficiency, personalize outreach at scale, and streamline repetitive tasks.
- Leverage CRM (HubSpot preferred) and other sales enablement technologies to track activities, manage leads, and report on performance, ensuring data integrity and actionable insights.
- Contribute to the development and refinement of sales playbooks and messaging strategies, incorporating market trends and competitive intelligence.
- Identify and implement new technologies and processes to increase SDR productivity and effectiveness.
- Work in close collaboration with the Product and Sales teams to ensure SDRs have the most up-to-date product knowledge and messaging.
- Provide market feedback and insights from customer interactions back to relevant internal teams to inform product development and marketing strategies.
What you'll 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 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 the 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 wellbeing
- 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
- Generous Annual Leave/PTO allowances: 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: whilst 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
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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.
