• Contact potential clients through outbound cold calls and emails • Identify client needs and suggest appropriate products/services • Proactively seek new business opportunities in the market • Qualify leads from marketing campaigns as sales opportunities • Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers. • Meet or exceed monthly, quarterly and yearly targets • Effectively partner and work across sales teams • Act as the subject matter expert on Abnormal Security product offering.

• Contact potential clients through outbound cold calls and emails • Identify client needs and suggest appropriate products/services • Proactively seek new business opportunities in the market • Qualify leads from marketing campaigns as sales opportunities • Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers. • Meet or exceed monthly, quarterly and yearly targets • Effectively partner and work across sales teams • Act as the subject matter expert on Abnormal Security product offering.

• Contact potential clients through outbound cold calls and emails • Identify client needs and suggest appropriate products/services • Proactively seek new business opportunities in the market • Qualify leads from marketing campaigns as sales opportunities • Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers. • Meet or exceed monthly, quarterly and yearly targets • Effectively partner and work across sales teams • Act as the subject matter expert on Abnormal Security product offering.

Role Description At Upland Software, you’ll find smart, creative teams who love working together to deliver value for our customers, and a global culture of growth and possibility. Our operating model has always supported remote work—and as we keep growing and evolving our workplace, that won’t change. We’re passionate. We’re proactive. We take pride in our work, and we love a good challenge. Sound like you? The Sales Development organization is a critical engine for pipeline creation and go‑to‑market execution. The SDR Manager plays a pivotal leadership role, responsible for translating strategy into daily execution while developing high-performing SDR talent. This role is ideal for a leader who enjoys building systems, enforcing standards, and coaching to outcomes. The right person will influence pipeline results, improve execution quality, and help scale consistent, repeatable SDR performance across inbound and outbound motions. Qualifications - 2+ years of experience managing and coaching Sales Development or inside sales teams - Proven ability to drive pipeline through disciplined execution and accountability - Strong coaching skills with a focus on call quality, messaging, and conversion performance - Data-driven mindset with comfort analyzing dashboards, activity metrics, and funnel performance - Experience working cross-functionally with Sales, Marketing, and Revenue Operations - Excellent communication skills with the ability to set expectations clearly and directly - High ownership mentality and bias toward action Requirements - Familiarity with SDR productivity and engagement platforms (e.g., Outreach, Nooks, Sales Navigator, 6sense) - Strong Salesforce (or CRM) experience with reporting and pipeline tracking - Background in B2B SaaS or complex sales motions - Experience managing both inbound and outbound SDR motions - Ability to influence without authority and navigate change effectively Company Description Upland Software (Nasdaq: UPLD) is a leader in cloud-based tools for digital transformation. To learn more, visit www.uplandsoftware.com . Upland Software is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other legally protected status.