Sdr Manager

**Who are we?**

UpGuard's mission is to protect the world's data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes-whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world's largest, fastest-growing, and most innovative companies.

The Marketing team at UpGuard includes multiple marketing and design functions, including Product Marketing, Demand Gen, Marketing Ops, Content Marketing, SEO, Community, Design, and Video. UpGuard's vision is to become a leader in the markets we play in (Cyber VRM, Attack Surface Management) by providing a best-in-class SaaS platform for organizations to manage their third-party risk and external attack surface. Our purpose as a Marketing team is to facilitate this goal by growing UpGuard with a repeatable and scalable marketing engine and a leading brand.

UpGuard is seeking an experienced and results-driven SDR Manager to lead and expand our APAC Sales Development Representative (SDR) team. This is a fully remote role within Australia, offering the flexibility to work from anywhere in the country. While we have a vibrant office in Sydney that you're welcome to use, your physical presence there isn't required. 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 you'll do**:
- Build and train a high-performing SDR team to identify, contact, and create qualified opportunities, with a strong focus on the APAC market.
- Coach and mentor SDRs through regular shadowing, role-playing, performance reviews, and continuous feedback to enhance their prospecting, qualification, and communication skills.
- Define, track, and analyze key performance metrics (KPIs) for SDRs, implementing data-driven strategies to optimize team performance and achieve targets.
- Develop and maintain a comprehensive SDR onboarding program ensuring new hires are quickly ramped up on UpGuard's product offering, sales methodologies, and market positioning.
- Assist with recruiting, interviewing, and hiring top SDR talent, contributing to the strategic growth of the sales development function.
- Foster a culture of continuous learning and improvement within the SDR team, encouraging knowledge sharing and adoption of best practices.
- Partner closely with Marketing and Sales leadership to align on integrated campaigns, strategic business initiatives, and demand generation efforts, ensuring a consistent and effective message to the market.
- Develop and implement creative marketing and sales tactics leveraging outbound prospecting tools and techniques to engage multiple buyer personas and effectively introduce UpGuard's value proposition.
- Manage and optimize SDR reports and dashboards to provide transparent and actionable insights on pipeline generation, conversion rates, and team performance to stakeholders across the company.
- Ensure Sales Accepted Opportunities (SAOs) are sourced in accordance with company targets, guaranteeing a healthy and productive pipeline for the sales organization.
- Collaborate with Sales and other SDR Leadership team members to continuously improve opportunity management, qualification processes, and hand-off procedures.
- Implement and optimize AI-powered tools and automation workflows within the SDR function to enhance prospecting efficiency, personalize outreach at scale, and streamline repetitive tasks.
- Leverage CRM (HubSpot preferred) and other sales enablement technologies to track activities, manage leads, and report on performance, ensuring data integrity and actionable insights.
- Contribute to the development and refinement of sales playbooks and messaging strategies, incorporating market trends and competitive intelligence.
- Identify and implement new technologies and processes to increase SDR productivity and effectiveness.
- Work in close collaboration with the Product and Sales teams to ensure SDRs have the most up-to-date product knowledge and messaging.
- Provide market feedback and insights from customer interactions back to relevant internal teams to inform product development and marketing strategies.

**What you'll bring;**:
- 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 performanc