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
- $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
- 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
$120,000 - $126,000 a year
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