SDR Manager - US West Coast

San Diego,San DiegoRemoteFull-timemid

OtherSdr Manager

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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. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk.

Technical Tools

hubspotb2bcybersecuritymentoringsaas

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.

Why are we hiring for this role?

UpGuard is seeking an experienced and results-driven SDR Manager to lead and expand our US West Sales Development Representative (SDR) team. This is a fully remote role within the United States. 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

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).

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.

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