UpGuard

Role Description As a Senior Talent Partner, you will be responsible for recruiting for our Go-to-Market (GTM) teams across the US & EMEA. You'll partner directly with leaders across teams, including Sales, Customer Success, and Marketing, to understand their hiring needs, build effective sourcing strategies, and hire top-tier talent that will shape the future of our company. This is a hands-on role where you'll manage the full recruitment lifecycle, from sourcing and screening to offer and onboarding. What will you do? - Own the entire recruitment process, ensuring a seamless and positive experience for both candidates and hiring managers. - Partner strategically with hiring managers and executives to understand their talent needs, define role requirements, and develop effective interview processes. - Proactively source passive candidates through a variety of channels, building robust and diverse talent pipelines for current and future needs. - Leverage data and key metrics to inform your recruiting strategies, provide insights to stakeholders on market trends, and continuously improve our hiring processes. - Champion an exceptional candidate experience, ensuring timely, transparent communication throughout the entire journey. - Demonstrate strong data hygiene within our Applicant Tracking System (ATS), ensuring data integrity and compliance. - Collaborate with the wider People team on projects related to employer branding, onboarding, and creating an amazing place to work. - Drive AI-powered recruiting by championing the use of artificial intelligence and automation tools to enhance the efficiency and effectiveness of our recruitment approach. Qualifications - Proven full-cycle recruiting experience within a high-growth SaaS or technology company. - Deep expertise in Go-to-Market recruiting, with a successful track record of hiring for roles in Sales (e.g., Account Executives, SDRs), Customer Success, and Marketing. - Exceptional outbound sourcing skills and a hunter mentality; you're an expert with tools like LinkedIn Recruiter and know how to engage top talent creatively. - Outstanding stakeholder management skills, with the ability to build trust, influence, and provide consultative guidance to senior leaders. - A data-driven mindset, with experience using recruitment metrics to track performance and drive decision-making. - Impeccable organizational and administrative skills with a keen eye for detail. - A collaborative, team-player attitude with the ability to operate with a high degree of autonomy and a strong sense of urgency in a fast-paced, dynamic environment. - Comfortable working autonomously with your core team located elsewhere in a remote setting. What will give you an edge? - Experience working in a company that has scaled from ~300 to 500+ employees. - Proficiency with modern ATS platforms like Ashby. - Cyber security knowledge and experience. Benefits - Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions). - 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 (all regions). - $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions). - 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 (all regions). - Personal Leave allowance: this includes sick & carer’s leave (all regions). - Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions). - Top spec hardware: all team members will be provided with top-spec laptops for their role (all regions). - Generative AI tooling: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work (all regions). - $130,000 - $145,000 a year.

• Revenue Data Layer Ownership: Design, build, and maintain the foundational revenue data models in dbt – ARR, pipeline, bookings, churn, expansion, retention, attach rates, and the data models that join them to customer, opportunity, and product context. This is your domain end-to-end. • Stakeholder Partnership: Establish strong, durable working relationships with leaders and operators across Sales, Customer Success, and Revenue Operations. Translate loose, evolving requirements into well-specified models and clear metric definitions that stakeholders trust and can actually use. • Requirements Gathering: Sit with the people who use the data. Understand the operational reality behind a request before writing any SQL. Distinguish the actual decision being made from the artefact that was asked for, and bring back a sharper proposal than the one you were handed. • Pragmatic Delivery: Be excellent at 80/20-ing. Ship the version that unlocks the decision this week, while building the foundations that hold up next quarter. Know when a quick dbt model and a clear caveat is the right call, and when the situation calls for a proper, governed, tier-one data product. Make that judgement explicit, not implicit. • Modeling Craft: Author dbt models that are well-tested, well-documented, performant, and legible to the next engineer who picks them up. Establish and uphold conventions for naming, layering (staging → intermediate → marts), testing, and documentation across the revenue domain. • Data Products & Tiering: Build to the right tier for the use case – from exploratory sandbox models for analyst-driven discovery, through self-serve modeled marts, up to the regulated, accuracy-critical models that feed Finance, board reporting, and the executive team. Be opinionated about what belongs where. • Commercial Acumen: Bring a strong intuition for how B2B SaaS revenue actually works – the relationships between bookings, billings, ARR, recognised revenue, pipeline coverage, conversion, sales cycle, and retention – and let that intuition shape the models you build, not just validate them after the fact. • Attention to Detail: Revenue numbers get scrutinised. Reconcile to source-of-truth systems, document edge cases, surface assumptions, and make sure the number in the board deck is the same number in a dashboard. Sweat the small stuff because the executive team will. • Partner with Data Engineering: Work closely with the data engineering team on what lands in the warehouse from CRM, billing, product, and finance systems. Be a clear, specific, respectful customer of sourcing – the kind of partner that makes the upstream team’s job easier, not harder.

• Actionable Insight: Generate compelling and actionable insights from complex, multi-source marketing data sets that directly inform channel investment, campaign design, and pipeline strategy. • Stakeholder engagement: Establish strong collaborative relationships with marketing leaders and operators across demand gen, partner, field, product marketing, and brand, delivering high-impact analytics initiatives that translate loose, evolving requirements into clear deliverables. • Attribution & Measurement: Design, build, and maintain the attribution framework for UpGuard – spanning first and multi-touch attribution and incrementality testing – and clearly communicate the trade-offs and assumptions behind each lens. • Channel & Program Analytics: Develop a deep, first-principles understanding of channel logic across paid media, organic, content, lifecycle, partner, and field, and build the metrics, models, and dashboards that let each program owner self-serve their performance. • Data Products: Partner with the data engineering team to design, construct, and maintain foundational marketing data assets – translating loose marketing requirements into well-specified dbt models that the whole organisation can rely on. • Business Intelligence: Partner strategically with marketing stakeholders to provide robust self-service and conversational analytics capabilities, using design thinking principles to build user-friendly dashboards for funnel performance, channel ROI, partner sourced pipeline, and field event attribution. • Deep Dive analysis: Personally conduct thorough, hands-on, technical analysis to diagnose and solve the most significant marketing challenges – from channel saturation and diminishing returns to lead quality decay and campaign cannibalisation. • Commercial Analysis: Provide ongoing operational support to the commercial growth of the organisation, connecting marketing investment to pipeline, ARR, and payback in ways that finance and the executive team trust.

Title: Sales Development Representative (SDR) Location: Austin Type: Full-time Workplace: onsite Category: Sales Development Representatives Job Description: Who are we? At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk. We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface. We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale. At UpGuard, our Sales team continues to be the engine of our growth, moving beyond simple transactions to become trusted architects of digital resilience. In an era where third-party risk is more complex than ever, we maintain a highly collaborative, consultative culture that puts the customer’s security posture above all else. Following a record-breaking 2025 where we shattered revenue targets and expanded our global footprint, we are entering 2026 with even greater momentum. We are seeking high-energy individuals who thrive in a fast-paced, AI-augmented sales environment. If you are hungry to sharpen your craft, possess a relentless desire to win, and want to sell a platform that is actively neutralising global cyber threats, we want to talk to you. Where does this role fit in? As an SDR at UpGuard, you will be creating and qualifying new sales opportunities for our sales team. We’re looking for a driven individual who possesses an inquisitive mind, an excellent phone presence, and enjoys the challenges of outbound prospecting. 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. What will you accomplish? - Generating new opportunities across the US using outbound tactics (email sequences, LinkedIn, cold calling, etc.) - Identifying, targeting and nurturing potential outbound opportunities - Understanding the needs of prospects and communicating them clearly to the sales reps you’re working with - Clearly articulating UpGuard’s value proposition and products to prospects and positioning it based on their particular problem/need - Taking accurate and detailed notes in our CRM. - Working collaboratively with sales, marketing and product to utilize the insights you learn from prospects to make process and product improvements What do we need from you? - 6-12 months experience in B2B tech sales as an SDR/BDR - Experience cold calling and outbound sales - High level of proficiency in the English language, both written and spoken - Ability to give and receive feedback -- you will collaborate with our sales and marketing teams to drive process improvements - High energy and willingness to learn - The role is fully remote, so we require employees to have a remote setup (don’t worry if you don’t, we help with this!) What would give you an edge? - 1yr+ B2B SaaS experience - Domain experience in cybersecurity or supply chain information risk - Experience with Hubspot, Outreach.io, or other CRM software/Sales Engagement - Software Familiarity with tools such as Lusha, Zoominfo & Sales Navigator is a big plus What's in it for you? - 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 & carer’s 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 insuranc This position is eligible for incentive compensation. The listed annual salary range reflects the total On-Target Earnings (OTE), which includes both base salary and performance-based incentives. 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.

• Develop production-grade integration and automation solutions: Design and implement production-ready automation workflows that integrate cloud services, internal data sources, and LLM endpoints. • Lead the development and deployment of domain-specific LLMs: Fine-tune lightweight models on internal data from Gong, Notion, BigQuery, and other sources, then make them accessible to teams across the organisation through intuitive interfaces. • Establish best practices and patterns for AI and automation across the company: Create templates, documentation, and training materials that enable non-technical teams to build and deploy their own automation workflows confidently. • Enable widespread adoption: Run hands-on workshops, provide ongoing support, and mentor teammates so anyone at UpGuard can leverage AI and automation tools effectively. • Embed security & governance: Bake privacy, compliance, and cost controls into every workflow and model deployment, ensuring enterprise-grade reliability and data protection.

• Generate High-Quality Sales Opportunities: Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs). • Engineer Pipeline: Build hyper-personalized prospecting loops that leverage data enrichment and LLMs to create unique, high-conversion outreach. • Design and Prototype AI Workflows: Work directly with GTM Engineers to test, break, and refine new AI agents and automated sales workflows. • Scale the Wins: Systematically document your successful playbooks and automations so they can be shipped to our broader 50+ person sales organisation.

• Design, build, and implement AI-native automations. • Leverage automation platforms such as n8n. • Build custom software solutions where required. • Integrate automations with key business systems such as CRMs, Customer Data Platforms, and Sales Engagement tools. • Interface with Data Warehouses using tools such as dbt and reverse-ETL platforms.

• Providing Technical Support in analysis to the UpGuard Community and staff globally while providing world-class enterprise support for our customers. • Responsible for all technical inquiries including collaborative and cross-departmental escalations with our security committee and engineers. • Updating, Maintaining, and developing all internal and external knowledge base documentation. • Upskilling and educating our community on how to maximize their success within our platform. • Manage communications with our security engineers and customers on ticket escalations. • Analyze, investigate, and remediate risks identified in the community’s attack surface. • Advocate on behalf of the UpGuard Community with the product team to implement features, improvements, and analysis.

• Lead Multichannel Strategy: Develop and execute a comprehensive social media roadmap across LinkedIn, YouTube, Instagram, and X, ensuring a primary focus on high-growth strategies for our core professional channels - LinkedIn and YouTube • Curate the Editorial Social Media Narrative: Own the master social media calendar to ensure a cohesive, high-signal narrative across all channels; you will strategically sequence content to prevent "noise" and ensure that product updates, thought leadership, and culture stories align into a unified, professional brand experience for our audience • Architect AI-Ready Distribution: Execute a strategic roadmap for LinkedIn and YouTube alongside the creative team which optimizes video content, transcripts, articles, and metadata to maximize UpGuard’s visibility in AI-driven search results • Lead Employee Advocacy: Build and manage an employee advocacy program, empowering our internal experts to become industry thought leaders and amplifying our brand reach through authentic, non-corporate accounts • Optimize Product Campaigns: Partner with Product Marketing and Campaign Managers ensure complex product launches and feature updates are translating into high-performing social campaigns • Coordinate the Social Proof Engine: Act as the lead orchestrator for our social proof program, collaborating with PMMs, Content and Video teams to oversee production and atomisation • Optimize for Performance: Monitor key performance metrics and leverage data-driven insights to refine content strategy and maximize organic reach • Oversee Content Production: Work closely with the Design and Video teams to produce high-quality visual assets, from short-form clips to long-form educational series • Monitor Industry Trends: Stay ahead of the curve on social media algorithms, emerging platforms, and cybersecurity news to keep UpGuard at the forefront of the conversation

• Run daily, weekly, and periodic IT and security checklists, with a focus on Google SecOps/Chronicle monitoring • Perform health checks across GCP infrastructure, SaaS applications, and security tooling (alerts, compliance, CI/CD pipelines) • Troubleshoot security or infrastructure issues, document fixes, and raise follow-up actions • Collaborate with DevOps and InfraOps on platform-level and security-related issues • Identify and propose security and platform improvements as you gain business context • Implement automation, security tooling, and platform enhancements to strengthen cloud and SaaS environments • Contribute to scripts, dashboards, and operational improvements with a focus on security and compliance • Feed insights from day-to-day work into long-term IT security and operational strategy • Occasionally assist with IT support tasks across systems, hardware, and software • Prioritize tasks effectively and align timelines with stakeholders