• Drive proactive sales opportunity generation, pipeline management and deal closure with partners. • Align with assigned sales teams to develop a regional partner growth strategy that will ensure software bookings growth goals are achieved. • Develop a regional partner map, outlining current partner capabilities, capacity and gaps. • Build a regional partner business plan with quantified goals and milestones to achieve partner-influenced revenue metrics. • Identify, recruit and onboard key local partners required to meet/exceed plan goals. • Align with Cloudera’s corporate Business Development team to execute strategic partner GTM plays • Facilitate the development of advanced partner solutions to drive revenue growth • Maintain and report an accurate partner sales forecast in SFDC with 4X pipeline coverage. • Manage regular business reviews between Cloudera and priority partners.

• Lead the expansion of Riedel’s Video Infrastructure solutions, specializing in video infrastructure for sports and Division II educational environments. • Cultivate and maintain strong connections with key decision-makers in the broadcast and sports industries. • Serve as the primary point of contact for North American clients, delivering exceptional service and technical expertise. • Identify and pursue new opportunities within targeted segments, including broadcasters, sports organizations, and educational institutions. • Showcase Video Infrastructure products at client meetings, industry events, and trade shows, highlighting their value and competitive edge. • Work with internal teams, such as product management and technical support, to ensure customer satisfaction and effectively resolve inquiries. • Meet and exceed sales goals while contributing to the overall success of the company.

• Client Engagement: Respond to inquiries from prospective clients and provide information about our services to close sales. • Lead Follow-Up: Proactively contact potential clients who completed online quotes to assess interest and provide further assistance to convert them. • Communication: Communicate effectively by phone, email, and SMS with potential clients daily in both French and English. Bilingualism is essential as we serve customers across Canada. • Performance Review: Monitor personal performance and meet daily, weekly, and monthly targets. • Documentation: Maintain accurate records of client interactions and log follow-up activities in our CRM system. • Collaboration: Work closely with the sales team to achieve team objectives and participate in developing strategies to boost client engagement and sales. • Career Growth: Opportunity to complete broker exams (AMF and RIBO) after your first year with us.

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.