SDR Manager, UpGuard

• 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)

Desirable

• UpGuard is seeking an experienced and results-driven SDR Manager to lead and expand our US Sales Development Representative (SDR) team
• 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
• 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