SDR Manager (role based in Austin, TX - relocation package available)

UpGuard, Inc.

Job Overview

Location

San Clemente

Job Type

Full-time

Full Job Description

📋 Description

• Lead, coach, and scale a high-performing US-based Sales Development Representative (SDR) team to drive pipeline generation for UpGuard’s Cyber Risk Posture Management (CRPM) platform.
• Design and implement scalable sales processes optimized for a fast-paced, AI-augmented environment, leveraging automation and analytics to improve conversion rates and efficiency.
• Collaborate closely with Sales, Marketing, and Product teams to align SDR outreach strategies with evolving customer needs and platform capabilities.
• Utilize AI-driven tools and threat intelligence data to refine targeting, messaging, and qualification criteria for prospects facing complex third-party cyber risks.
• Establish clear performance metrics, KPIs, and reporting frameworks to track SDR productivity, pipeline velocity, and forecast accuracy.
• Conduct regular one-on-one coaching sessions, weekly team reviews, and role-playing exercises to elevate individual and team performance.
• Recruit, onboard, and train new SDRs with a focus on hiring candidates who thrive in consultative, security-focused sales environments.
• Analyze sales data and customer feedback to identify process bottlenecks, refine outreach cadences, and improve lead handoff quality to Account Executives.
• Partner with Marketing to ensure SDR campaigns are aligned with inbound lead quality, content assets, and campaign performance metrics.
• Maintain deep familiarity with UpGuard’s CRPM platform, including security ratings, threat intel integrations, and agentic AI features, to confidently articulate value to prospects.
• Drive adoption of CRM and sales enablement tools to ensure accurate data capture, activity tracking, and pipeline visibility across the team.
• Foster a culture of accountability, continuous learning, and competitive drive within the SDR team, aligned with UpGuard’s mission to neutralize global cyber threats.
• Report directly to Sales Leadership on team performance, hiring needs, process improvements, and pipeline health.
• Support the expansion of UpGuard’s global footprint by ensuring US SDR operations scale in lockstep with international growth initiatives.
• Act as a key contributor to the company’s consultative sales culture, emphasizing customer security posture over transactional selling.

🎯 Requirements

• Proven experience managing a US-based Sales Development Representative team in a B2B SaaS or cybersecurity environment
• Demonstrated success in building and optimizing sales processes using AI, automation, and analytics tools
• Deep understanding of CRM platforms, sales enablement software, and pipeline management metrics
• Strong track record of exceeding pipeline generation and conversion targets
• Experience coaching and developing high-performing sales teams in fast-paced, growth-stage companies
• Ability to interpret cybersecurity risk data and translate technical platform capabilities into compelling sales narratives

🏖️ Benefits

• Full relocation package available for candidates based in Austin, TX
• Fully remote role within the United States
• Opportunity to work at a fast-growing cybersecurity company with US$75M Series C funding
• Access to cutting-edge AI-augmented sales technologies and tools

Skills & Technologies

Remote

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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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