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