UpGuard Inc.

Role Description As UpGuard continues its rapid growth trajectory, we are investing in an Analytics Engineer to architect the foundational data layer that powers our entire growth engine. Reporting to the Director of Analytics, this role is the critical bridge between complex commercial strategy and technical execution. You will completely own the modeled revenue data layer end-to-end, serving as the ultimate authority on the data models that Sales, Customer Success, Finance, and the executive team rely on to make enterprise-level decisions. Operating as a senior individual contributor and the first Analytics Engineer, you will: - Own the modeled revenue layer. - Partner closely with our Revenue Analytics Lead on how it's used to drive insight. - Work hand-in-glove with Data Engineering on what lands in the warehouse upstream. What will you do? - 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. - Stakeholder Partnership: Establish strong, durable working relationships with leaders and operators across Sales, Customer Success, and Revenue Operations. - Requirements Gathering: Sit with the people who use the data. Understand the operational reality behind a request before writing any SQL. - 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. - Modeling Craft: Author dbt models that are well-tested, well-documented, performant, and legible to the next engineer who picks them up. - Data Products & Tiering: Build to the right tier for the use case – from exploratory sandbox models for analyst-driven discovery to regulated, accuracy-critical models. - Commercial Acumen: Bring a strong intuition for how B2B SaaS revenue actually works. - Attention to Detail: Revenue numbers get scrutinised. Reconcile to source-of-truth systems, document edge cases, and surface assumptions. - Partner with Data Engineering: Work closely with the data engineering team on what lands in the warehouse from CRM, billing, product, and finance systems. Qualifications - 5+ years building and owning analytics engineering or modeling work. - Deep familiarity with B2B SaaS revenue schemas. - Strong, hands-on experience modeling data from HubSpot and/or Salesforce. - A demonstrated ability to take loose, ambiguous, or evolving requirements and turn them into well-structured dbt models. - Ability to ship a sharp answer quickly when speed matters. - Strong commercial instincts. - Genuinely meticulous with attention to detail. - Strong working knowledge of modern data infrastructure. - Clear written and verbal communication skills. - This role is based in Australia. What will give you an edge? - Time spent in a high-growth tech business. - Hands-on experience working alongside Revenue Operations. - Exposure to forecasting workflows or conversational analytics surfaces. - Experience building models that bridge from Revenue analytics into FP&A. - Familiarity with adjacent source systems. - Opportunities to provide support for the broader organisation, especially our Marketing function. Benefits - Monthly Lifestyle subsidy for financial, physical, and mental well-being. - WFH set-up allowance to ensure you have the right environment to work in. - $1500 USD annual Learning & Development allowance. - Annual leave: PTO plus two additional UpGuardian leave days. - 18 weeks paid Parental Leave irrespective of parenting role. - Personal Leave Allowance including sick & carer’s leave. - Fully remote working environment. - Top-spec hardware provided for all team members. - Generative AI subsidy for access to generative AI tools.

Role Description 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. - Generating new opportunities across EMEA 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 Qualifications - 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!) Requirements - 1yr+ B2B SaaS experience - Domain experience in cybersecurity or supply chain information risk - Experience with Hubspot, Outreach.io, or other CRM software/Sales Engagement - Familiarity with tools such as Lusha, Zoominfo & Sales Navigator is a big plus 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 & 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

Role Description This is a rare opportunity to shape a platform engineering function from its early days. You won't be inheriting someone else's decisions. You'll be defining the foundational systems, standards, and internal platforms that UpGuard's engineering organisation will build on for years. As a Platform Engineer, you'll own the platforms, tools and infrastructure that power our development workflows, improving reliability, streamlining operations, and enhancing the developer experience across our product engineering teams. The function sits at the heart of our engineering organisation, and you'll have genuine autonomy and influence: defining the roadmap, driving best practices, and scaling our systems as we grow. We're open to hiring at either the Senior or Staff level, and we'll calibrate the level, scope, and compensation based on your experience. What will you do? - Champion a "platform as a product" mindset, regularly gathering feedback from engineering teams and iterating to improve the developer experience - Design, build and maintain scalable, reliable infrastructure on Google Cloud to support our growing product needs - Collaborate closely with developers to streamline local and CI/CD workflows, and champion platform best practices - Evolve our observability stack - ensuring teams have the monitoring, logging and alerting they need to move quickly and confidently - Implement and maintain secure-by-default patterns for networking, secrets management, IAM, and workload isolation - Accelerate and complete the adoption of infrastructure-as-code (IaC) and GitOps to achieve consistent and auditable infrastructure changes Qualifications - Experience with Infrastructure as Code (preferably Terraform/OpenTofu) on a major cloud platform (ideally Google Cloud) - 5+ years of relevant engineering experience at tech-centric and ideally product-driven companies - A strong software engineering foundation and a developer-first mindset - Hands-on experience with containerization, Kubernetes and modern CI/CD pipelines - A track record of improving developer experience through better tooling, streamlined workflows, and a documentation-first culture - Experience with relational database design, performance tuning and operations at scale, ideally with PostgreSQL What will give you an edge? - Experience scaling infrastructure to support multi-region architectures and growing engineering teams - Strong backend engineering skills, particularly in Go - A practical approach to cloud cost optimisation, with experience in identifying and implementing efficiency improvements - Experience building internal platforms as products - with a focus on roadmap definition, adoption and developer enablement - Practical experience in product security, including embedding security best practices early in the SDLC and shifting security left 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 & 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

Role Description As a Senior Product Marketing Manager, you will be pivotal in driving the evolution and growth of one of our products. You’ll partner with our Product team to conduct deep market research to unearth customer insights and identify opportunities to delight our users. You will define product positioning and messaging, lead the planning and execution of product launches, and partner with our broader marketing team to activate campaigns for your product line. - Conduct market research and competitive analysis to identify market trends, competitive positioning, and opportunities for growth. - Be the expert on UpGuard’s products and know why customers love them, turning that insight into differentiated positioning and concise user and buyer personas. - Produce compelling value propositions and messaging that differentiate UpGuard’s products in the market and resonate with our target audience. - Plan and execute creative launch campaigns for new products and features, working closely with cross-functional teams such as product, sales, and customer success. - Build core sales and marketing assets such as pitch decks, product datasheets, and product-related content. - Be a subject matter expert for our Sales and broader Marketing team and represent UpGuard at industry events and conferences. Qualifications - 4+ years of product marketing experience in B2B SaaS product marketing. - Familiar with working on early-stage products and driving early customer discovery. - A passion for connecting with customers and understanding pain points. - Can hold your own in conversations with our Product and executive team. - You love getting your hands dirty - to get a campaign moving, you’re happy to mock up a landing page for a designer to polish, create screen recordings, and occasionally write your own copy. - You're data-driven and can make relevant inferences from tools such as Google Analytics, Hubspot, and Mixpanel to drive decision-making. - We’re looking for someone who’s not just comfortable with change, but curious about it—especially when it comes to adopting AI tools that can enhance how we work. Requirements - A strong grasp of cybersecurity. - Familiarity with product-led go-to-market motions. - Experience at a growth-stage tech company. 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 & 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. - Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform. - Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.

Role Description The Product & Technical GTM Readiness Manager ensures all GTM teams can confidently understand, articulate, demo, and operationalize UpGuard’s products—from mature offerings to emerging, highly technical capabilities. This role serves as the bridge between Product, PMM, Sales Engineering, and Enablement, translating complex functionality into a simple, role-specific understanding that accelerates sales cycles, improves POC outcomes, and strengthens customer adoption. What will you accomplish? - Curriculum Design: Build foundational and advanced product training for the full GTM team (AEs, SDRs, SEs, AMs, and CSMs), translating complex technical concepts (data flows, scoring logic, DORA compliance) into accessible, sales-ready narratives. - Competency Frameworks: Define role-based product competency frameworks and oversee certification paths to ensure technical fluency across all regions and segments. - Platform Storytelling: Own the technical "UpGuard Platform" narrative, training teams on interoperability, cross-product workflows, and platform architecture to differentiate our market position. - Demo Strategy: Own the demo structure across the unified platform; partner with SE leadership to maintain accuracy, depth, and effectiveness. - POC Framework: Build a standard POC framework (success criteria, validation steps, best practices) and train reps on running efficient, high-quality technical evaluations. - Skill Certification: Build and administer consistent certification programs for Demos and POCs to ensure AEs and SEs can deliver compelling, value-aligned technical presentations. - Product Launches: Own the GTM readiness strategy for all product releases; partner with PMM (messaging) and Product (roadmap) to ensure consistent delivery of value propositions to the field. - Launch Training: Execute role-based launch training and create internal readiness materials (walkthroughs, FAQs, demo updates) to drive immediate adoption of new features. - Feedback Loop: Regularly capture and share new product success stories and competitive intelligence to fuel excitement and adoption in the field. - CSM Enablement: Upskill CSMs on technical use cases, signal interpretation (usage, integrations), and value demonstration to drive customer onboarding and retention. - Outcome Alignment: Build materials and training that enable AMs and CSMs to connect technical workflows directly to business outcomes and customer value. - Asset Management: Develop and maintain a library of high-impact technical assets, including demo flows, technical briefs, use-case guides, and POC toolkits. - Systems & Governance: Build structured learning paths in Mindtickle/Seismic, ensuring content governance and rigorous measurement of enablement performance. Qualifications - 8+ years of progressive experience in Product or Technical Sales Enablement, Sales Engineering (SE), Technical Customer Success, Technical Account Management, or Product Marketing (PMM). - Industry alignment: Deep exposure to Cybersecurity, GRC, Risk & Compliance, or DevOps environments. - SaaS proficiency: Proven track record working within a multi-product B2B SaaS organization, understanding the nuances of platform-based selling. - Technical translation: Exceptional ability to distill complex technical concepts (architectures, integrations, workflows) into clear, structured, and sales-ready content. - Facilitation excellence: Strong presentation skills with the confidence to deliver training to both technical (SE/DevOps) and non-technical (Sales/CS) audiences. Requirements - System design: Capable of building scalable enablement systems and learning paths rather than just ad-hoc training materials. - Product obsession: A technically curious mindset; someone who proactively digs into product functionality to understand the "how" and the "why." - Cross-functional influence: Excellent communication skills to bridge the gap between Product/Engineering and Sales/CS/PMM teams. - Adaptive agility: Low ego, highly collaborative, and comfortable prioritizing effectively in a fast-growth, high-velocity environment. 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 & 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.

Role Description As UpGuard continues its rapid growth trajectory, we are seeking an experienced data analyst to support our Marketing team. Reporting to the Director of Analytics, this critical role is responsible for driving significant business value by quantifying marketing performance, illuminating the contribution of every channel and program, and translating ambiguous marketing questions into durable data models and insights. The analyst will partner closely with Demand Generation, Partner Marketing, Field Marketing, Product Marketing, and Brand to help the Marketing team understand what's working, where to invest the next dollar, and how pipeline is being built across the full funnel. What will you do? - 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. Qualifications - Proven Leadership: 4+ years delivering analytics solutions for Marketing teams within a high-growth SaaS company. - Marketing Domain Expertise: Strong working knowledge of channel logic across paid, organic, lifecycle, partner, and field marketing – including how each channel is planned, instrumented, and measured – and fluency in attribution methodologies (multi-touch, incrementality, and marketing mix modelling). - Partner & Field Marketing Fluency: Understanding of how partner-sourced and partner-influenced pipeline is tracked, and how field marketing programs (events, conferences) are measured against pipeline and revenue outcomes. - Requirements Translation: A demonstrated ability to take loose, ambiguous, or evolving marketing requirements and translate them into well-structured dbt models, clear metric definitions, and insights stakeholders can act on. - Consulting Background: Experience in a consulting role, successfully managing a diverse portfolio of projects across various companies and stakeholder groups. - Data Infrastructure Expertise: Strong understanding of modern data infrastructure (e.g., cloud data warehouses like BigQuery; ETL/ELT tools; dbt model development; modern data visualisation tools like ThoughtSpot, OMNI, Looker). - Exceptional Business Acumen: Ability to quickly understand complex business problems, identify key performance indicators, and translate data into strategic insights that drive tangible business value. - Communication & Influence: Excellent communication (verbal and written) skills, with the ability to articulate complex analytical concepts – including attribution and MMM trade-offs – to both technical and non-technical audiences and influence decision-making. - Strategic & Analytical Thinking: Highly analytical and strategic mindset, with a proven track record of developing and executing data strategies that align with marketing and business objectives. - Data Development: Directly engage in the creation of fundamental data and Business Intelligence (BI) infrastructure and assets, including hands-on dbt model authorship. What will give you an edge? - Data Science / AI Engineering: Proven experience as a data scientist or AI engineer, ideally within a SaaS company environment, with exposure to uplift or lead score prediction modelling, or causal inference techniques. - Marketing Tech Stack: Hands-on experience with marketing source systems such as HubSpot, Salesforce, paid media platforms (Google Ads, LinkedIn, Meta), and lifecycle tools, and an understanding of how their data shapes downstream analytics. - Financial Acumen: Experience connecting marketing analytics to FP&A processes – budget planning, payback modelling, CAC/LTV reporting, and board-level marketing narratives. 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 & 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.

Role Description We’re hiring engineers at multiple levels to join our Product Engineering team as we continue to scale rapidly and sustain strong growth. As Software Engineers at UpGuard, we immerse ourselves in the swiftly evolving and increasingly vital realm of cybersecurity. Our focus is on presenting data in intelligent and creative ways, crafting integrated solutions that directly influence the security posture of our global customers. With the majority of the internet scanned across multiple vectors daily, we confront challenges like high throughput, massive concurrency, and big data. The way we address these challenges reflects the essence of the engineers we welcome into our team. In this role, you’ll work within a cross-functional team that values iteration, collaboration, and speed. Together, we deliver customer value quickly while ensuring security and reliability at every step. We value clean code, thoughtful design, and engineers who care about the product as much as the technology it is built on. What you’ll do: - Collaborate with a cross-functional team of engineers, product managers, and designers to create world-class products. - Own and develop new customer-facing features end-to-end. - Improve system reliability, scalability, and performance. - Contribute to code reviews, technical discussions, and architectural decisions. - Explore an interesting, challenging domain, mastering the fundamentals of cybersecurity and the internet. Qualifications - 4+ years of relevant engineering experience at tech-centric and product-driven companies. - Curious about exploring new technologies, particularly AI and LLMs, to enhance both developer productivity and customer experience. - Experience with JavaScript, React, and other web technologies. - Proficiency with a backend language (we use Go). - Proficiency with relational databases (we use Postgres). - Excited to help shape product features that improve user experience and drive impact. - Able to make pragmatic trade-offs in design and delivery, balancing technical quality with business needs. Requirements - Experience in cybersecurity. If not, you’ll just need to be willing to learn. - Comfortable building complex applications and systems from the ground up in collaboration with cross-functional teams. - Care deeply about user experience and are motivated by building products that make a meaningful impact for customers. - Have a humble attitude and a strong desire to contribute to the team’s success. - We use a modern stack, including React, Go, and Kubernetes, on Google Cloud Platform, so experience with these technologies is a plus. 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 & 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.

Role Description UpGuard is seeking an experienced and results-driven SDR Manager to lead and expand our US Sales Development Representative (SDR) team in Austin, Texas. 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 Qualifications - 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. 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 & 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 insurance

Role Description We are looking for a dynamic, customer-facing Customer Sales Engineer to be the primary technical and product expert for our Account Management team. The primary focus of this role is to support customer expansion by partnering with Account Managers during complex renewal and upsell opportunities. - You will drive product activation during the renewal and expansion cycle by providing an excellent experience to our existing customers. - Support existing customers during trials/proof of concepts (POC) of the platform. - Identify existing customer pain points and challenges during trials/POCs of additional products, while also defining their goals and influencing their requirements. - Be the technical point of contact for any support queries during the renewal and expansion cycle. - Assist with customer security assessments, RFPs, and business cases as required. - Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them. Qualifications - 3+ years in a customer-facing, post-sales technical role such as a Renewals focused Sales Engineer, Solutions Consultant, Sales Consultant, or Technical Account Manager. - Experience in a post-sales or expansion focused role is highly preferred. - Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools). - A passion for becoming a deep subject matter expert on a complex software platform. Requirements - You are comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal. - Strong API Knowledge: Hands-on experience with REST APIs. - Excellent Communicator: You can explain highly complex technical concepts to both engineers and non-technical VPs, translating features into clear business value. - Problem Solver: You have a structured approach to diagnosing and solving ambiguous technical problems. - Collaborative: You work well in a team environment, partnering effectively with CSMs, Support, and Product. 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: Generous 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.

Role Description The Global Director of Sales Development will build, enable, and scale a world-class outbound revenue engine. This leader owns the global SDR strategy, performance, technology, and measurable pipeline contribution across all regions. This is a revenue ownership role, not an activity-management position. The primary mandate is to drive outbound-sourced revenue, with clear accountability to pipeline generation, conversion performance, and closed-won impact. Reporting to the SVP of Global Sales, this role partners closely with Marketing, RevOps, Enablement, and Regional Sales Leaders to ensure outbound is predictable, data-driven, and continuously optimized for scale. What will you do? - Process & Playbooks: Leverage AI to dynamically adapt playbooks based on real-time intent, ensuring the team isn't just following a static, manual script to drive measurable productivity improvements. - Build & Lead: Lead, mentor, and develop a world-class global Sales Development team with clear performance expectations and career pathways. - Strategy & Execution: Define and own the global inbound and outbound Sales Development strategy aligned with quarterly and annual revenue goals to help increase pipeline amounts, win rates, and reduce CaC. - Pipeline Ownership: Drive SDR-sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume. - Be Technology Forward: Champion modern outbound tooling, including sequencing platforms, AI-driven personalization, intent data, and automation. - Use data and analytics to refine targeting, messaging, and performance management. - Continuously evaluate emerging technologies to increase scale without proportional cost growth. - Cross-Functional Alignment: Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency. - Data & Forecasting: Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement. - Coaching & Development: Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people-first coaching. Qualifications - 7+ years of experience in Sales Development or Revenue leadership within B2B SaaS environments. - 3+ years leading global SDR teams. - Demonstrated success scaling outbound programs that generate significant revenue impact. - Strong operational leader with a deep understanding of pipeline economics, CAC, and conversion metrics. - Highly tech-forward, with hands-on experience implementing modern sales technologies and AI-driven workflows. - Data-driven, with the ability to build dashboards, forecasts, and performance models to guide decision-making. - Experience leading multi-region teams across North America and EMEA. What will give you an edge? - Experience leading SDR organizations of 30+ reps across multiple geographies. 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 & 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 insurance.