This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Reporting to the Chief Sales Officer, the Senior Manager, Global Sales Development Representatives is responsible for building and leading Airlock Digital’s global Sales Development program. This role will design the SDR function from the ground up, including processes, tooling, hiring, training, and performance management. The team will operate fully remotely, with planned growth across the United States, Australia, and future European regions. This position requires strong experience developing outbound programs that generate enterprise and mid-market pipeline, as well as the ability to manage and coach a distributed team. Familiarity with cybersecurity and channel focused sales motions is highly valued. Key Responsibilities - Program Development - Lead the design and build of a global SDR organization from inception, establishing the operating model, team structure, workflows, KPIs, and performance cadence required to scale pipeline generation. - Develop and operationalize inbound and outbound SDR playbooks, qualification frameworks, messaging, and prospecting strategies aligned to enterprise security buyers and complex sales cycles. - Lead the design and implementation of an AI-enabled SDR technology stack, including engagement platforms, data intelligence tools, and reporting systems to drive scalable and efficient pipeline generation. - Own the SDR hiring strategy, talent profile design, and onboarding framework to attract and retain high-performing SDR talent while accelerating time-to-productivity. - Create a culture of performance tied to revenue achievement, pipeline contribution, and conversion metrics. - Team Leadership - Lead the recruitment, onboarding, and management of a distributed SDR team operating across multiple time zones to support global pipeline generation. - Provide ongoing coaching, mentorship, and individualized development plans to drive performance, skill development, and long-term career progression. - Establish clear performance expectations, monitor team productivity, and ensure consistent achievement of activity, pipeline generation, and revenue contribution targets. - Pipeline Generation - Partner with Sales Leadership to align SDR strategy and activities with target account plans and regional revenue objectives. - Collaborate closely with Marketing to support targeted campaigns, refine the Ideal Customer Profile (ICP), and develop persona-based outreach strategies. - Enable Channel Sales by equipping SDRs to effectively support and accelerate partner-driven pipeline generation. - Establish a structured feedback loop across SDR, Sales, Channel, and Marketing teams to share market insights, improve outreach effectiveness, and continuously optimize pipeline generation strategies. - Own quarterly and annual SDR-sourced pipeline targets, including pipeline coverage ratios, forecasting accuracy, and contribution to overall revenue goals. - Partner with Sales Operations to model SDR capacity planning, productivity benchmarks, and pipeline-per-rep economics to support scalable growth. - Partner with Finance, Sales Operations, and People & Culture to design and evolve SDR compensation plans that align incentives with pipeline generation, performance outcomes, and company revenue objectives. - Define qualification standards and acceptance criteria with Sales to ensure high-quality pipeline generation and improved conversion and win rates. - Global Expansion - Develop and execute a phased global expansion plan for the SDR organization across the United States, Australia, and European markets to support scalable pipeline growth. - Adapt SDR outreach strategies and engagement models to align with regional market dynamics, buyer behaviors, and enterprise security purchasing patterns. Qualifications - 7+ years of experience in Sales and Sales Development, including at least 4 years leading and scaling remote SDR teams in high-growth or scale-up environments. - Demonstrated success building and scaling an SDR function from the ground up, including designing processes, operating frameworks, and scalable outbound and inbound programs. - Passion for hiring, developing, and promoting high-performing talent, with a track record of partnering with leadership to create clear career pathways and internal mobility within the organization. - Proven ability to consistently meet or exceed pipeline generation targets through a combination of inbound demand capture and outbound prospecting strategies. - Strong analytical mindset with the ability to evaluate and optimize performance using funnel metrics such as response rates, conversion rates, pipeline velocity, and win rates. - Highly operational leader with the ability to build structure, consistency, and predictability within a fast-paced revenue organization. - Experience with modern sales engagement and revenue technologies such as HubSpot CRM, ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft or Outreach, and other data intelligence tools, with the ability to leverage these platforms to drive measurable business outcomes. Bonus Points - Experience in cybersecurity, enterprise software, or other complex B2B technology markets. - Experience working with channel partners and supporting partner-influenced or partner-sourced pipeline generation. - Prior experience launching or scaling SDR teams in new geographic regions or international markets. Benefits - Base salary ranges from $112,000 - $140,000, with on-target earnings (OTE) ranging from $160,000 – $200,000, inclusive of performance-based variable compensation. - Medical, dental, and vision insurance. - 401K Plan with 4% Company Match. - Life and Disability Programs. - Paid Parental Leave. - Paid time off and Paid Holidays. - Volunteer and Birthday Time off. - Home Office Allowance. Our Commitment We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Ushur is looking for a driven and results-oriented Enterprise Sales Development Representative (SDR), to join our rapidly expanding team within a high-growth, high-impact start-up environment. This is a fantastic opportunity with uncapped commission and a path towards an Enterprise Sales Account Executive career. For remote positions, Ushur’s U.S. hiring is open to candidates who are residents of the following states: AZ, CA, CO, FL, GA, HI, ID, IL, MD, ME, MI, MN, MO, MA, NE, NJ, NC, OH, PA, SC, TX, UT, VA, WA, NY. Employees located within approximately 25 miles of our HQ in Santa Clara, CA are required to work in the office at least three days per week. Specific hybrid expectations will be determined and communicated by your manager. What You'll Do - Identifying revenue opportunities within the prospect base through various inbound and outbound marketing programs such as cold calling, lead follow-up, and opportunity qualifications - Meets or exceeds activity metrics for outbound calls, appointments set, opportunities added, and prospecting time - Researching prospective customers, identifying key players, and generating interest to expand the list of sales qualified leads - Successfully manages and overcomes prospect objections - Provides opportunities to the sales team, working closely with sales reps as necessary about the opportunity - Builds relationships and effectively communicates with Sales Directors - Proactively looks for opportunities to improve, optimize outbound lead management - Effectively presenting Product suite and Services to C-level and senior executive clients - Leverage modern sales tools and AI-driven insights to streamline prospecting, personalize outreach at scale, and uncover new pipeline opportunities more efficiently Qualifications - 3+ years of B2B SaaS SDR prospecting experience - Exceptional written and verbal communication skills - Professional, determined, and results oriented - Intrinsic drive, highly coachable, and great time management skills - Positive attitude, team oriented, and a self-starter - Proficient in the following tools: Outreach, LinkedIn Sales Nav, ZoomInfo, and Salesforce Requirements This is a non-exempt position with an hourly pay range of $25 to $28, plus bonus and equity. However, base pay offered may vary depending on skills, experience, job-related knowledge and location. Benefits - Unlimited PTO, paid holidays (10 holidays + full week off at the end of December) - Comprehensive health, dental, and vision plans - Life insurance, accident coverage, and more - 401(k) plan to support retirement savings - Stock options to give you a stake in the company’s success - Opportunities for development, including assistance with certifications and continuing education - Hybrid work model for employees based near HQ

• Learn and convey Billtrust value proposition through appropriate messaging and customer stories • Execute program strategies by following up with prospects promptly to schedule meetings for the Billtrust sales executives • Learn the Billtrust buyer’s journey, activities and entry/exit criteria to develop a holistic view of the overall pipeline • Hone your communication skills by working with internal coaches on cold calling, personalized emailing and objection handling • Engage prospects during your calls by demonstrating active listening skills and asking meaningful questions to gather preliminary information • Collaborate with Billtrust sales executives on prospecting plans to engage accounts • Hit pre-defined program conversion rates through cadence adherence and a tight feedback loop • Participate in weekly role-playing exercises to improve conversations with different personas and verticals • Achieve certification in pre-defined product training

• Become an expert at using lead generation tools to generate lists of target prospect accounts • Qualify prospects based on their current business challenges and needs • Schedule demo calls for our inside sales team • Be proficient at using a sales development platform to execute outreach process • Meet or exceed qualified lead/demos quota every month • Strive to continuously improve your sales development process • Represent and demonstrate our company values, brand, and mission