Sales Development Representative (SDR)

UpGuard, Inc.

Job Overview

Location

Austin

Job Type

Full-time

Full Job Description

📋 Description

• Serve as the first point of contact for prospective enterprise customers by conducting outbound prospecting via phone, email, and LinkedIn to generate qualified sales opportunities.
• Research and identify high-potential target accounts within industries facing complex third-party cyber risk, including finance, healthcare, retail, and technology.
• Utilize UpGuard’s AI-driven Cyber Risk Posture Management (CRPM) platform to understand customer risk profiles and tailor outreach to specific security pain points.
• Collaborate closely with Account Executives to align on target accounts, messaging, and follow-up strategies to maximize conversion rates.
• Maintain accurate and up-to-date CRM records for all prospect interactions, ensuring full visibility into pipeline progression and activity metrics.
• Meet and exceed daily, weekly, and monthly quotas for outbound calls, emails, and qualified meetings set by the Sales team.
• Stay current on evolving cyber risk trends, regulatory requirements, and UpGuard’s product capabilities to speak authoritatively with prospects.
• Leverage AI-augmented tools to prioritize leads, automate repetitive tasks, and increase efficiency in prospecting workflows.
• Participate in daily sales huddles, weekly pipeline reviews, and ongoing training sessions to refine messaging, objection handling, and discovery techniques.
• Represent UpGuard’s consultative sales culture by focusing on customer security posture rather than transactional selling—positioning the platform as essential for digital resilience.
• Contribute to a high-energy, performance-driven sales environment where winning is measured by impact, not just volume.
• Support global expansion efforts by identifying and engaging prospects across North America, EMEA, and APAC regions.
• Act as a bridge between marketing campaigns and sales execution, converting inbound leads and amplifying outbound efforts to drive pipeline growth.
• Continuously seek feedback from Account Executives and managers to improve prospecting techniques and increase qualification accuracy.
• Demonstrate ownership of pipeline development by proactively identifying new market segments and adjusting outreach strategies based on response data.
• Embody UpGuard’s mission to protect the world’s data by understanding how the platform neutralizes cyber threats for enterprise customers.

🎯 Requirements

• Proven experience as a Sales Development Representative (SDR) or similar outbound sales role
• Strong phone presence and ability to conduct compelling, consultative conversations with enterprise prospects
• Familiarity with CRM systems (e.g., Salesforce) and sales automation tools
• High motivation to meet and exceed quantitative targets for calls, emails, and meetings
• Ability to quickly learn and articulate complex technical products related to cybersecurity and risk management
• Self-starter with exceptional time management and organizational skills

🏖️ Benefits

• Competitive base salary with uncapped commission structure
• Comprehensive health, dental, and vision insurance
• Unlimited PTO policy
• Professional development stipend for certifications and training

Skills & Technologies

Onsite

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UpGuard, Inc.

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About UpGuard, Inc.

UpGuard provides cybersecurity posture and third-party risk management software that continuously monitors internet-facing assets, detects misconfigurations, and scores vendor risk. Its SaaS platform combines automated scanning, data-leak detection, and workflow tools to help enterprises prevent breaches and comply with regulations. Founded in 2012 in Sydney, Australia, the company serves Fortune 500 and government clients worldwide from headquarters in Mountain View, California.

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