SDR Manager - US

UpGuard•San Diego, CA

6d•$120,000 - $126,000•Remote

About The Position

UpGuardâs 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 whatâs best for the customer. In 2024, our Sales team exceeded revenue targets, and weâre only just getting started! Weâre 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.

Requirements

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).

Nice To Haves

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.

Responsibilities

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

Benefits

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 & carerâs 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