Global Director of Sales Development

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. 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. Why are we hiring for this role? The Global Director of Sales Development will build, enable, and scale a world‑class outbound revenue engine. This leader owns the global SDR strategy, performance, technology, and measurable pipeline contribution across all regions. This is a revenue ownership role, not an activity‑management position. The primary mandate is to drive outbound‑sourced revenue, with clear accountability to pipeline generation, conversion performance, and closed‑won impact. Reporting to the SVP of Global Sales, this role partners closely with Marketing, RevOps, Enablement, and Regional Sales Leaders to ensure outbound is predictable, data‑driven, and continuously optimized for scale. What will you do? Process & Playbooks: Leverage AI to dynamically adapt playbooks based on real‑time intent, ensuring the team isn’t just following a static, manual script. Build & Lead: Lead, mentor, and develop a world‑class global Sales Development team with clear performance expectations and career pathways. Strategy & Execution: Define and own the global inbound and outbound Sales Development strategy aligned with quarterly and annual revenue goals to help increase pipeline amounts, win rates, and reduce CaC. Pipeline Ownership: Drive SDR‑sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume. Be Technology Forward: Champion modern outbound tooling, including sequencing platforms, AI‑driven personalization, intent data, and automation; use data and analytics to refine targeting, messaging, and performance management; continuously evaluate emerging technologies to increase scale without proportional cost growth. Cross‑Functional Alignment: Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency. Data & Forecasting: Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement. Coaching & Development: Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people‑first coaching. What will you bring? 7+ years of experience in Sales Development or Revenue leadership within B2B SaaS environments. 3+ years leading global SDR teams. Demonstrated success scaling outbound programs that generate significant revenue impact. Strong operational leader with a deep understanding of pipeline economics, CAC, and conversion metrics. Highly tech‑forward, with hands‑on experience implementing modern sales technologies and AI‑driven workflows. Data‑driven, with the ability to build dashboards, forecasts, and performance models to guide decision‑making. Experience leading multi‑region teams across North America and EMEA. What will give you an edge? Experience leading SDR organizations of 30+ reps across multiple geographies. What's in it for you? Monthly Lifestyle subsidy for financial, physical, and mental well‑being. WFH set‑up allowance to ensure you have the right environment to work in, helping you get set up within your first 3 months at UpGuard. $1,500 USD annual Learning & Development allowance for career development. 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. Fully remote working environment; offices in Sydney & Hobart, but no compulsory attendance. Top‑spec hardware: all team members receive top‑spec laptops. Generative AI subsidy: paid subscriptions for access to generative AI tools. Health, dental, and vision insurance. UpGuard is a Certified Great Place to Work® in the US, Australia, UK, and India. 99% of team members agree that UpGuard is a great place to work. Apply now to find out why! As an Equal Employment Opportunity and affirmative action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, or disability status. For applications to positions in the United States, please note that at this time we can only support hiring in the following U.S. states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC. Before starting work with us, you will need to undergo a national police history check and reference checks. Also, at this time, we cannot support candidates requiring visa sponsorship or relocation. We may use artificial intelligence tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. #J-18808-Ljbffr UpGuard