SDR Manager (role based in Austin, TX – relocation package available)

SDR Manager - UpGuard (Remote, USA)

UpGuard is revolutionizing cyber risk management with an AI-driven platform that replaces manual security bottlenecks. Following a significant Series C funding round, we are rapidly scaling our operations and defining a new category in cybersecurity. Our Sales team is the engine of our growth, and we are seeking a motivated SDR Manager to lead and expand our US Sales Development Representative (SDR) team.

This is a fully remote role within the United States, based in Austin, TX, with a relocation package available.

About the Role

As an SDR Manager, you will play a pivotal role 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.

Key Responsibilities

• 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.

Requirements

• 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.

What's In It For You?

• Monthly Lifestyle Subsidy: For financial, physical, and mental well-being.
• $1500 USD Annual Learning & Development Allowance: To support your career growth.
• Generous Annual Leave: PTO plus two additional UpGuardian leave days.
• 18 Weeks Paid Parental Leave: Irrespective of parenting role.
• Personal Leave Allowance: Including sick & carer’s leave.
• Top-Spec Hardware: All team members receive high-quality laptops.
• Generative AI Subsidy: Paid subscriptions to access generative AI tools.
• Comprehensive Health Insurance: Health, dental, and vision coverage.
• Relocation Package: Available for this role.

UpGuard is a Certified Great Place to Work® in multiple countries. We are an Equal Employment Opportunity employer committed to diversity and inclusion.

Note: This role is open to candidates residing in CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC. At this time, we cannot support candidates requiring visa sponsorship.