AI-Native Sales Development Representative

San DiegoRemoteFull-time

SalesSales Development Rep

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Quick Summary

Overview

Who are we? At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily.

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SalesSales Development Rep

Who are we?

At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk.

We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface.

We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale.

At UpGuard, our Sales team continues to be the engine of our growth, moving beyond simple transactions to become trusted architects of digital resilience. In an era where third-party risk is more complex than ever, we maintain a highly collaborative, consultative culture that puts the customer’s security posture above all else.

Following a record-breaking 2025 where we shattered revenue targets and expanded our global footprint, we are entering 2026 with even greater momentum. We are seeking high-energy individuals who thrive in a fast-paced, AI-augmented sales environment. If you are hungry to sharpen your craft, possess a relentless desire to win, and want to sell a platform that is actively neutralising global cyber threats, we want to talk to you.

We are looking for a hybrid professional: someone with the heart of a seller and the brain of an AI engineer. You aren't just here to send emails and make calls; you are here to build a next-generation AI sales engine that generates highly qualified pipeline at unprecedented scale. You will bridge the gap between our GTM Engineering team and the frontline sales team, acting as the first AI-Native hire in a cohort dedicated to redefining how Sales Development is done.

Generate High-Quality Sales Opportunities: Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs).

Engineer Pipeline: Build hyper-personalized prospecting loops that leverage data enrichment and LLMs to create unique, high-conversion outreach.

Design and Prototype AI Workflows: Work directly with GTM Engineers to test, break, and refine new AI agents and automated sales workflows.

Scale the Wins: Systematically document your successful playbooks and automations so they can be shipped to our broader 50+ person sales organisation.

Sales Excellence: You have a proven track record of outbound success and have exceeded your quota for at least the last two quarters.

Love of the Game: You obsess over the craft of sales, including copywriting, psychology, and strategy.

High Agency: You possess a "hacker" mentality: when you see a manual process, your first instinct is to find a way to automate or optimise it.

AI and Technical Aptitude: You live in tools like Claude Code, Cursor, n8n, and Clay.

Track Record of Success in a Similar Role: You have hands-on experience and have succeeded in an AI-native Sales Development team.

Cybersecurity Expertise: You have experience in the Cybersecurity industry and are familiar with our buyers and their most pressing business problems.

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