• 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

• 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

• Collaborate with BAO client field sales representatives to develop prospect plans • High volume phone prospecting (150+ calls/day) • Schedule meetings/demos for field sales reps • Participate in team meetings and trainings

• Generate Sales Qualified Opportunities from various lead generating channels through LDRs, LinkedIn, Company Reports and profiles etc. • Design email campaigns (persona wise) to generate interest in the leads. • Do discovery meetings to understand the pain points of the prospects. • Do email/calls to the target audience to generate interest and fix demo appointments. • Represent our company’s products and services, starting with a comprehensive understanding and leading to consumer research to identify how our solutions meet needs. • Build relationships by nurturing warm prospects and finding new potential sales outlets. • Manage and maintain a pipeline of interested prospects and engage sales executives for the next steps. • Identify best practices to refine the company’s lead generation.